SALES STRATEGY

   SALES STRATEGY 


Sales strategy is also called Marketing Strategy. A sales strategy is defined as a documented plan for positioning and selling your product or service to qualified buyers in a way that differentiates your solutions from your competitors . Sales strategies are meant to provide clear objectives and guidance to your sales organization. 


 


The FOUR Selling strategies includes - 

  1. Script based selling - Salespeople memorize and deliver sales pitches verbatim when they utilize a script based selling strategy. Script based selling is also called canned selling

  2. Needs - satisfaction selling - It is a sales approach where the sales person probes into the needs of the consumer, both stated or expressed needs and unstated or tacit needs and then prepares his sales pitch or presentation in accordance to these needs in order to satisfy the consumer. 

  3. Consultative selling - Consultative selling is a sales approach that prioritizes relationships and open dialogues to identify and provide solutions to a consumer’s needs. 

  4. Strategic partnering - A strategic partnership is a relationship between two commercial enterprises, usually formalized by one or more business contracts.



Successful Marketing Strategy includes -

  1. Identify your business goals 

  2. State your marketing goals

  3. Research your market

  4. Profile your potential customers

  5. Profile your competitors

  6. Develop strategies to support your marketing goals

  7. Use the 7 p’s of marketing

  8. Test your ideas



What are the main sales strategies ?

  • Benefits come first

  • Research and understand your prospects

  • Target small markets

  • Start with specific goals

  • Connect with the right people

  • Embrace storytelling

  • Don’t ignore the feedback

  • Pick up the phone

  • Follow up regularly

  • Give product demos and free trials

  • Don't forget existing customers

  • Mind the sales experience

  • Engage in email automation

  • Address your prospects uncertainty

  • Be flexible

  • Analyze your past sales

  • Listen to your prospects

  • Closing words



  • Strategic marketing helps in creating products and services that provide the organization with high profits

  • This is because strategic marketing starts off by conducting a SWOT analysis of the organization, a market analysis of the consumers and the existing trends in the market. 


The purpose of sales force training is to make salespeople successful. Changes in selling environments frequently induce capability gaps that require that a company modify its selling strategy and selling process. Too many companies are slow to make these adjustments.

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