Features and Benefits
No study of the Sales Process would be complete without a study of Features and Benefits and more importantly how to link the two together. Continue reading “Features and Benefits”
My Prospecting Process
My Prospecting Process
Get Contact Names
Once you have identified your list of viable suspects, you will need to uncover a contact name of the decision maker. Social media and the internet are useful, but they best way is to call up the company and ask them. Continue reading “My Prospecting Process”
Prospecting
Prospecting
Assuming that you are in business, you will need a steady flow of new customers. Much of the modern business literature talks about marketing, especially on-line, on the one hand. On the other side, there is a lot written about face-to-face sales technique and the dark arts of influence. Continue reading “Prospecting”
Realise Your Goal
Realise Your Goal
To realise your goal as a salesperson, the first thing you have to do is to set it. What exactly do you want to achieve as one? Continue reading “Realise Your Goal”
Focusing on Your Niche Market
Focusing on Your Niche Market
When it comes to marketing, you have to cater to your market’s special needs. This is niche marketing. A niche market is simply a specific portion of a bigger market. It is nothing but a narrowed group of probable customers that the mainstream provider often overlooks. Continue reading “Focusing on Your Niche Market”