Business: Sales Success

Sales Success – The 5 steps

Written by Gordon Goh

It's a common question we come across everyday: why is business getting more difficult now? Well, it all starts with your company's sales competencies. The strange thing is that many companies spend lots of money and time training its people how to sell their products but not how to sell.

Avoid repparttar sales peaks and troughs experienced by repparttar 103136 average salesperson by building an individual selling system that will guarantee you results…

Step 1: Goals

Without clearly defined goals, measured over a specific time frame, you will achieve very little. When setting your goals consider your income, lifestyle and requirements. First aim to improve your last years’ income by a specific amount, or, if you are new to sales, aim to achieve as close to repparttar 103137 top sales person in your team as you can.

Step 2: Prospecting

The level of success achieved by salespeople will always be determined by repparttar 103138 number of customers self generated, that is other than floor traffic or telephone enquiries generated by your advertising.

Put a system in place to regularly find new customers from referrals, past customers etc.

Build up your database of loyal customers that you can sell time after time.

Step 3: Qualifying

Qualifying is repparttar 103139 factor, which has repparttar 103140 greatest impact on repparttar 103141 management of your time. You have to become skilled in sorting prospects. The greatest stress in your career will come from working with unqualified prospects, be it someone who refuses to buy at a fantastic price or someone who is not ready, willing and able to buy at all.

Laws of Marketing – The 10 Immutable

Written by Gordon Goh

Most marketers believe that anything is achievable if you are energetic, creative or determined enough. But laws of marketing follow laws of business, and if you violate them, you risk your marketing dollars. The conventional answer to all marketing questions is money, which is not true. 1. Law of Leadership – it’s better to be repparttar

first than it is to be better. People tend to stick with what they’ve got – e.g. girlfriend and spouse.

2. Law of Category – if you can’t be first in a category, set up a new category you can be first in. Prospects are defensive when it comes to brands – but they have open minds when it comes to categories because everyone is interested in what’s new and not what’s better.

3. Law of Mind – it’s better to be repparttar 103135 first in repparttar 103136 mind than to be repparttar 103137 first in repparttar 103138 marketplace. Being first in repparttar 103139 marketplace is important only to repparttar 103140 extend that it allows you to get in repparttar 103141 mind first. Once a mind is made up, it rarely changes. If you want to make a big impression on another person, you have to blast your way into repparttar 103142 mind.

4. Law of Perception – marketing is not a battle of products but a battle of perceptions. All truth is relative. The only reality you can sure about is in your own perceptions. If repparttar 103143 universe exists, it exists inside your own mind and repparttar 103144 minds of others. Marketing is a manipulation of perceptions. What makes repparttar 103145 marketing battle more difficult is that buying decisions are based on second-hand perceptions – repparttar 103146 ‘everybody knows’ principle.

5. Law of Focus – repparttar 103147 most powerful concept in marketing is owning a word in repparttar 103148 prospect’s mind. You ‘burn’ your way into repparttar 103149 mind by narrowing repparttar 103150 focus to a single word or concept – repparttar 103151 ultimate marketing sacrifice. Eg IBM is computers.

6. Law of Opposite – if you’re shooting for second place, your strategy is determined by repparttar 103152 leader. If you want to establish a firm foothold on repparttar 103153 second rung of repparttar 103154 ladder, study repparttar 103155 firm above you – how do you turn their strength into a weakness? Eg Pepsi turned Coke’s century old product into ‘choice of a new generation’. Always present yourself as repparttar 103156 alternative and don’t be timid – attack repparttar 103157 number 1.

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