My business is all about sales and so I thought I would share three reasons why I love sales and the sales process.
- Sales is a discovery process
Sales allow you to get to know your customers. Through sales, you can build a relationship with your clients, discover their wants and needs, and work to satisfy them. In addition, sales help you learn about yourself. As we discussed in our last blog, we are all in sales. We sell something every day; whether that’s our image, a new idea, or a request. Sales and the sales process can help us learn about both our customers and ourselves. READ MORE »
You walk into a business networking event and your immediate instinct is to hand people your business card in order to build quick rapport and promote your business. Wait! Don’t do it yet! Why? They did not ask for it.
Why is that so important? What happens when we hand out our business card before they ask? It immediately becomes a one-sided conversation, announcing “This is what “I” am doing and I want your business” even though I do not know who they are and what you really want, like and need. This might boost our egos, but it is not good for creating and building new relationships. Although most people will politely accept the card, they will rarely call unless they feel some sort of connection was made with you during your first brief encounter. READ MORE »
While sales growth is desirable, not all growth has equal consequences or outcomes. Everyone is familiar with the coined phrase “urban sprawl” which is the result of unplanned growth. This type of growth happens without forethought and causes unforeseen challenges and complications, often unpleasant or with a negative connotation. According to Blackenterprise.com, “strategy is not about waiting for opportunities to come to your business. It’s about making sure your business is moving, and most importantly, that it’s moving in the right direction.”
Here are five steps they suggest are needed when developing a solid plan for strategic sales growth: READ MORE »
What is a brand? I’m reminded of scenes from one of my favorite American movies, Red River; namely, the branding of cattle in preparation for a historic cattle drive along the old Chisholm Trail. Brands were visual symbols of ownership. They depicted in graphic geometric shapes and/or letters the names of the various ranches: The Circle R, The Flying P, and The Two Rivers are examples. The brand message to all who saw it said, “This is mine, and it is separate from the rest of the herd.” READ MORE »
The sales process, or the steps of the sale, should complement the channel you have
selected. You are at the pinnacle of the sales process and the most fun- deciding how to sell the product or service.
Before we create your sales process, let’s review how something is purchased. We will assume for this chapter that when something is purchased there is an exchange of money for the product or service. READ MORE »