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Atricle Dump - Sales Strategies: Its Not Who You Know - Its What You Know
Corporate marketing groups - especially bandwidth-challenged small-to-mid-sized departments - can be so focused on tactics and fire fighting that they jeopardize their marketing investment. There is a tendency to overreact to events, to tackle symptoms rather than underlying fundamental problems and to jump at the opportunity to please the boss. Many times, this kind of tactical knee jerking may be fatal.Without great marketing, companies won't flourish, especially those in highly competitive markets. Yet the chaotic nature of emerging or dynamic growth companies and the tendency to place the marketing burden on too few individuals is a setup for failure. Promising companies may be left in the dust, or at least handicapped at the starting gate.Marketing Operations is emerging as an important discipline for improving performance and measuring RO
Know your strike rate – if you have to make sales calls (either on the phone or in person) keep a track for two weeks to determine how many calls you made and how many translated into sales opportunities. Some of you may have products or services with lo
When a client asks me if I think he or she is a good candidate for starting a new business, I ask several questions (see our free assessment, “Are You an Entrepreneur?”). But the truth of the matter is that these questions are similar to ones that I’d ask someone who wants to move up in an organization or find a new position elsewhere. When people call an executive coach after deciding to make a change or being laid off, those who have treated their career like their own business will have a much easier time.Having an entrepreneur mindset is a necessary asset for being recognized and rewarded in your organization. The employees who are primarily reactive will not reach the top. Sure, they’ll be rewarded to a point for their faithful and accurate adherence to the established goals of the organization—but these are not going to be the people calling the shots for
Know your style – how do you like to work? Do you work with a team, do you work for a manager, or do you work alone? Determine how you work best or how you need to work, and design a sales process just for you.
Know your personality – are you outgoing? Are you shy? Are you confident? Are you reluctant to meet new people? If you are an extrovert sales may seem a bit easier to you but I believe that the introverts who are exceptional at building relationships with people, are some of the best sales people I know.
Know what energises you – do you work best inspired by others, do you like recognition, do you like to set goals and achieve them. However you like to work you can use this same formula to boost your sales. If you like recognition but work alone, you will need to find someone who you can share your sales achievements with.
Know how to network – this is one of the most important skills in any business. Learn how to network in opportunities that are suitable for your business. If you want to find out more on how to do this you can read my latest book with other master networkers called “Network or Perish”.
Know your commitment – how much time can you allocate to selling as part of your role. If you run a home based business or work for yourself, I imagine you would be “selling” constantly to educate others on what you do and generate your next project or income opportunity. If you work with a sales team you may be required to bring in monthly targets. Make a note of how much of your time you need to spend in a sales mindset.
Know your weekly sales target – if you are part of a sales team, this will be easy as managers provide you with monthly figures. If you don’t have this target – create it. Look at your annual income or targets you want to achieve, divide it by twelve for a monthly figure then simply divide it by four – easy – now you have your weekly target. Place this target somewhere you can see it each day to remind you of what you need to achieve. Take 10 minutes each week to review how you went against your sales goal.
Know your strike rate – if you have to make sales calls (either on the phone or in person) keep a track for two weeks to determine how many calls you made and how many translated into sales opportunities. Some of you may have products or services with lon
Too hard to start a business, you say? Think again.Does it take sustained effort and discipline to start your own business?Absolutely.Are you capable of exerting yourself that much?Certainly. In fact, you've probably done it lots of times.You remember in school how you had to work for hours, days and even weeks on a single assignment?And for what? A good grade that would contribute to your overall evaluation at the end of the term?That's nice, but has it netted you anything?Maybe you went on to college and even graduate school...Talk about sustained effort and discipline!It goes something like this...You spend hours doing research in order to complete a project in order to get a good grade on that assignment in order to get a passing grade in the class in order to complete the
Know your personality – are you outgoing? Are you shy? Are you confident? Are you reluctant to meet new people? If you are an extrovert sales may seem a bit easier to you but I believe that the introverts who are exceptional at building relationships with people, are some of the best sales people I know.
Know what energises you – do you work best inspired by others, do you like recognition, do you like to set goals and achieve them. However you like to work you can use this same formula to boost your sales. If you like recognition but work alone, you will need to find someone who you can share your sales achievements with.
Know how to network – this is one of the most important skills in any business. Learn how to network in opportunities that are suitable for your business. If you want to find out more on how to do this you can read my latest book with other master networkers called “Network or Perish”.
Know your commitment – how much time can you allocate to selling as part of your role. If you run a home based business or work for yourself, I imagine you would be “selling” constantly to educate others on what you do and generate your next project or income opportunity. If you work with a sales team you may be required to bring in monthly targets. Make a note of how much of your time you need to spend in a sales mindset.
Know your weekly sales target – if you are part of a sales team, this will be easy as managers provide you with monthly figures. If you don’t have this target – create it. Look at your annual income or targets you want to achieve, divide it by twelve for a monthly figure then simply divide it by four – easy – now you have your weekly target. Place this target somewhere you can see it each day to remind you of what you need to achieve. Take 10 minutes each week to review how you went against your sales goal.
Know your strike rate – if you have to make sales calls (either on the phone or in person) keep a track for two weeks to determine how many calls you made and how many translated into sales opportunities. Some of you may have products or services with lo
There is a flourishing business in Used Conveyors and conveyor parts. Original users sell them for various reasons, like expanding, streamlining or modernizing their facilities. Dealers with large storage space buy secondhand equipment for resale. These are sometimes sold as they are or, in many cases, reconditioned or rebuilt. Such transactions benefit all three segments, the first user, the dealer and the buyer. Almost all parts and complete conveyor systems are available through this channel.Some dealers have expert consultants and undertake turnkey assignments for small as well as large projects. Generally the quality is good, and the equipment gives trouble-free service for long periods. There are dealers who offer warranties for what is bought from them, and service contracts so that the maintenance costs can be kept low. Some even provide training. With
Know how to network – this is one of the most important skills in any business. Learn how to network in opportunities that are suitable for your business. If you want to find out more on how to do this you can read my latest book with other master networkers called “Network or Perish”.
Know your commitment – how much time can you allocate to selling as part of your role. If you run a home based business or work for yourself, I imagine you would be “selling” constantly to educate others on what you do and generate your next project or income opportunity. If you work with a sales team you may be required to bring in monthly targets. Make a note of how much of your time you need to spend in a sales mindset.
Know your weekly sales target – if you are part of a sales team, this will be easy as managers provide you with monthly figures. If you don’t have this target – create it. Look at your annual income or targets you want to achieve, divide it by twelve for a monthly figure then simply divide it by four – easy – now you have your weekly target. Place this target somewhere you can see it each day to remind you of what you need to achieve. Take 10 minutes each week to review how you went against your sales goal.
Know your strike rate – if you have to make sales calls (either on the phone or in person) keep a track for two weeks to determine how many calls you made and how many translated into sales opportunities. Some of you may have products or services with lo
Giving out Free Bonuses, your Pathway to SuccessDon’t you feel good when someone gives you something free for making a purchase? Doesn’t it make you feel great about the product when you get an additional something besides what you actually paid for? Well, most people feel that way as well. This shows what a great way it is to add to your customer satisfaction by just throwing in a free gift or bonus. Further more, some people might even purchase your product when they see the huge assortment of gifts and bonuses you are offering, some even with no intention to use your original product in the first place! This greatly increases the perceived value of your product and hence increasing sales.This approach works because of the way we think and act. Everyone in today’s world competitive wants something for “free”. It makes us feel good, like we have managed
Know your weekly sales target – if you are part of a sales team, this will be easy as managers provide you with monthly figures. If you don’t have this target – create it. Look at your annual income or targets you want to achieve, divide it by twelve for a monthly figure then simply divide it by four – easy – now you have your weekly target. Place this target somewhere you can see it each day to remind you of what you need to achieve. Take 10 minutes each week to review how you went against your sales goal.
Know your strike rate – if you have to make sales calls (either on the phone or in person) keep a track for two weeks to determine how many calls you made and how many translated into sales opportunities. Some of you may have products or services with lo
So, you think it is time for a career change? Follow our nine step career change plan and you’ll be well on the way to a more enriching life! Many people are unhappy in their jobs, but you have made the big decision to change your career. So let’s examine some of the reasons you might have decided that a career change is for you. Perhaps you are looking for a career with a higher salary? Or looking for a career that allows for a better work life balance? You might have become bored with your current responsibilities, and be looking for a more exciting career? Perhaps a career with more travel? Or more opportunities to make a difference? Or you wish to combine your career with broader interests you have in life? Make sure, however, that it is a career change you are seeking, and not just a different employer in the same career.
Know your strike rate – if you have to make sales calls (either on the phone or in person) keep a track for two weeks to determine how many calls you made and how many translated into sales opportunities. Some of you may have products or services with long sales cycles (for example in some businesses the sales cycle can be several months) but you will get a feel for your success rate. You might find out of 10 appointments you have 5 turn into sales – your strike rate is 50%. Now you need to make 20 appointments to achieve 10 sales in a week.
Know your team – if you work alone, build a virtual team. Your virtual team might include accountant, personal assistant, bookkeeper, mentor, web designer – you get the idea. Know the talents of those around you and learn from them. Outsource expertise areas to allow you to focus on selling. Know whom your team is connected with and how they might benefit from your product or service. Know how they like to work and ensure your sales processes support that.
Know how to ask for the sale – so many people I observe forget to ask for the sale. Don’t be scared of asking people if they want to buy. Find language that suits your style and just ask. It could be as simple as “Would you like to proceed with this? If so, when should we deliver it for you?” – don’t forget to ask for the business.
Know why people buy from you – understand what needs your product fulfils in people’s lives. Do you sell services that make people feel better about themselves; do you sell products that make people’s lives easier? What reasons do people have for buying from you? You could conduct surveys or hold focus groups to ask your customers what they think. Once you know this information it will assist your marketing and sales efforts.
Know how to thank your customers for their business – find out what your customers enjoy i.e. outdoor activities, entertainment, cooking – what are their interests? When you thank them for their business include something that reflects this. It doesn’t have to cost a lot of money. Simply send a thank you card with an article inside they would be interested in. This shows you know your customers well and you think of them after the sale has occurred. Whenever I speak or train a new female client I always send a box of flowers the following day to their office. This shows them I appreciate the opportunity to work with them and their team.
Know how to generate referrals for your business – a good way to do this is develop advocates for your
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