When developing sales strategy, it is critical to clearly define the target market for where time, energy, and money will be invested. The main reason that this is so important is that it is likely that the products and services that a company sells fit better with a particular type of customer. By identifying what this customer looks like, a company can create a laser focus having the sales strategy focus on that area and driving a better return on investment for what they invest in their sales efforts.
To map out or identify the target market for a company or a set of products, there are specific characteristics of the ideal prospect that should be determined, Some examples of those are below:
Identify the industry that fits best with the products and services sold. Read more
Take it a step at a time because that is how it happens. It is easy to allow your mind to race with all of the “what if” scenarios. You will not know everything ahead of time, but it can be helpful to ask the prospect questions before meeting with them when possible. Know that even after you have gained sufficient experience to feel confident, you still cannot imagine every possible question, situation, or outcome. Read more
Having been at different companies in several sales positions, I have been fortunate enough to see great salesmen and bad salesmen. Sometimes people ask me, “What does it take to be a great salesman?” There are many professionals out there who get paid to try and teach people how to be great salesmen. Here are some common mistakes made by sales professionals.
A very common mistake made by salesmen is that they talk too much. Read more
Initial Sales Steps can make you a winner or loser with new accounts.
You must both know the correct sales steps and then do the correct sales steps. Anything less could impact your customer sales forever.
I had occasion to make a sales call with one of my consulting clients to evaluate his work and see where I could contribute. My client is launching two new businesses, a manufacturing company and a distribution company. Read more
You get a call from a new prospect who wants to meet with you and discuss your solution. He gives you a 30 minute time-slot four days from now. Unfortunately, you didn’t take the time to ask this new prospect any questions during your brief telephone conversation and now you’re concerned because thirty minutes isn’t much time to fully explore his situation AND present your solution. Read more