Small Business Sales: The Practicalities

Written by Ben Botes

By Ben Botes: You don’t have to be a born salesman to get orders. You don’t even have to enjoy selling. You just have to be clear about what you want and what you have to offer.

Remember that effective selling is essential torepparttar success of your business. So whether you will be makingrepparttar 150902 sales or have a team to do that, you should do everything you can to ensure that your sales are done inrepparttar 150903 best way possible.

Selling is one ofrepparttar 150904 most important aspects of any business.

I suggest that if you at this point have not yet worked throughrepparttar 150905 Micro Module on Finding Clients and Knowing Your Clients, that you do that now.

As you go throughrepparttar 150906 following nine skills, think ofrepparttar 150907 practical issues of your specific service, how can you implement these steps, what else could you do? In order for this module to be effective you have to work through it and not just read it. Use this as your opportunity to become a great presenter.

Step 1 Know your product, its benefit and competitive advantage

Your product may seems to be a haircut, but it's probably admiration. It looks like a motorcar, but it's probably status. It might be called a bungee jump, but it's probably excitement. If you're selling to other companies,repparttar 150908 benefit is probably increased sales, lower costs or higher profits.

Why does your customer buyrepparttar 150909 product or service? What benefit do you sell? In which way is your product different fromrepparttar 150910 competition? Do you have a unique selling proposition? What is it? What is your competitive advantage? Why should anybody buyrepparttar 150911 product or service from you? Is your product perceived byrepparttar 150912 customer as being better in some way? Is it cheaper/faster? Doesrepparttar 150913 customer buy because you are an extremely pleasant person? Who is your competition? Why do some customers buy fromrepparttar 150914 competition? What isrepparttar 150915 competitive advantage of your competitor? In which areas are your competitors superior? In which ways are they inferior? How can you creatively imitate your competitor? What is "unique" aboutrepparttar 150916 product? Does it provide better durability, not like another in nature, quality or form? Is it unique by its appearance and/or design? Does its appearance convey desirable qualities? How doesrepparttar 150917 product compare withrepparttar 150918 competition? Canrepparttar 150919 product be recognizable and prove useful and be price competitive? Service - will it require less servicing or less costly servicing than existing products?

Step 2 Identify your customers It is only logical that in order to find your clients, you need to know who they are.

Who or what do you plan to sell your product to? How do customers perceive themselves? How do you plan to acquire customers? What distribution methods will you need? What features do your customers want? What are they prepared to pay? What form of advertising and promotion will be effective to produce sales and sellrepparttar 150920 product? What will promotion and advertising cost? Where is your target customer most likely to buy your product? How important is price to a customer? How important are product or service quality and convenience to your customer?

Three Keys to a Great PowerPoint!

Written by Rob J. Graves

Can you believe Microsoft PowerPoint has been around since 1987? I rememberrepparttar first time I watched someone give a presentation with PowerPoint. I wasn’t quite sure what I was seeing, but I was definitely “wowed” by it.

Should you still be using PowerPoint even thoughrepparttar 150614 “wow” factor is no longer there? Absolutely. Studies show your audience will retain up to 50% more of your information just by adding visual elements to reinforce your points.

Key: Make your first impression count (or it may be your only one).

I don’t mean to sound pessimistic, but Inrepparttar 150615 business world today- it’s true. Amongstrepparttar 150616 increasing information and advertising clutter, you may only have one chance to make your point. My personal philosophy is this: you will make either a positive or negative impression during that first (and maybe only) meeting. Make no mistake, a mediocre first impression is a negative first impression. First impressions are lasting and will colorrepparttar 150617 rest of your dealings with that company. So, you’d better make a good first impression or you’ll be fighting an uphill battlerepparttar 150618 rest ofrepparttar 150619 way.

Key: Your PowerPoint presentation is a powerful (often subconscious) part of that first impression.

Often, your presentation pitch will berepparttar 150620 first time many key decision makers have heard anything in detail about your company and it’s products. To gain those details they may have only two immediate sources- you and your PowerPoint. Don’t let your PowerPoint berepparttar 150621 weak link. If your PowerPoint presentation is cheap looking, sloppy and not well thought out– guess what impression your audience will gather about your company.

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