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Asian Business Strategy and Approaches Today compared to the West – lessons from the classic text on Asian strategy the “Art of War” by Sun Tzu
By Jason Armstrong, Ph.D. Sun Tzu’s “Art of War” is considered to provide the most profound lessons for leadership, and victory in East or the West. Today its principles are applied to business all over the world. This classic body of work came...
How To Prosper As Times Get Bad
The bad news just won't stop! Every day brings more gloom and doom headlines about how our once stellar economy is sinking. Big companies are laying off employees by the tens of thousands. Stores are cutting back on inventory. Thousands of...
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Almost every day, visitors to my Unlock The Game™ website click on my live instant-messenger chat button, which invites them to "Ask Ari a selling question."
And do you know what their most common question is?
Yes, you guessed it: "Is there...
The American College of Nurse Midwives upgrades it’s gomembers’ pinnacle solution
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What's Your Selling Sentence?
What's your Selling Sentence? If you have a business, you need a selling sentence. Sometimes called the Defining Sentence or the Secondary Statement, the Selling Sentence is the group of words that clarify and refine the nature of your business...
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The Sales Trail.....
The Sales Trail..........
www.motivatedentrepreneur.com
Sales & Marketing
The Sales Trail..........
By Ryan M. Hoback, Motivated Entrepreneur Incubation & Consulting
Everybody’s going selling, selling U.S.A……..
The sales trail can be slow paced or high energy; the way to achieve the success we are looking for is to cover all the bases. Sales management can be very intricate, time consuming, and exhausting. However if all the right tools and elements are brought together the results can be fantastic. As in any other area of our business, we need to develop a plan of action. In today’s society we need to use great forethought and strategizing to meet sales challenges.
Our first step is to create a spider-web diagram or cluster of ideas that contains the categories we would like to focus on. Remember, it is all about getting your sales message across clearly. Here is a good way to start;
• What is our Brand’s Product/Service Message or selling point?
• Develop our message so that we can craft our sales pitch to our target customer.
• Do we utilize cold calling, advertising, word of mouth referrals, a mix of all three?
• How will we deliver our message in the most effective manner through each one of these channels?
When we develop our message, try to find one that brings forth both an emotional and rational response. In order to have an effective sales strategy regardless of what industry we may fall in, we must make sure our sales associates are familiar with our company’s objectives, policies, and feelings on each product or service.
A good way to promote this is by issuing written statements, which clearly define and state the product/service concept, its intended use, and why it is beneficial to the customer. This company wide statement allows our organization to operate with a homogenous understanding of the company’s views on its product/service. This induces a heightened level of creativity throughout sales departments,
and gives them the flexibility of concentrating on their selling techniques and correcting their mistakes while remaining completely confident in the sales material.
When approaching sales, building a solid foundation and a sturdy structure will help increase effectiveness. We need to implement mechanisms that will monitor the progress of our sales teams. Weekly reports and call log files are a great way to stay informed on a regular basis of what is happening within our sales departments. An additional aspect of creating structure revolves around developing internal communications amongst departments or people. The more our sales team is connected to the marketing and advertising departments, the better. In addition, finance is a key element to any sale, and we must be prepared by having done our research on the numbers involved with our product/service.
Once we have established a steady sales stream, it is time to start thinking about increasing our market share. A good place to start is to do some sales research, survey our current customers to learn how they view our company and our products/services. Take these opinions and revamp our sales approach, placing a greater focus on these areas. Increase our sales teams’ productivity by continually re-training our staff on new procedures and methods, while supplying easy access to sales tools and resources. We must constantly review and revise our sales process to stay on top of current trends and remain competitive.
© Copyright 2004-05 by www.motivatedentrepreneur.com
This article may be used digitally on the Internet for reproduction purposes with a direct reference to the article copyright belonging to the Motivated Entrepreneur, Inc.
About the author:
This Article was written by Ryan Hoback. Mr. Hoback is Founder and President of Motivated Entrepreneur Incubation & Consulting. Mr. Hoback's company helps entrepreneurs achieve success by providing assistance starting and growing businesses.
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