DEFINE YOUR JOB – Best Sales and marketing Ideas #97

English_Master July 27, 2013 No Comments
101 Best Sales and Marketing Ideas IDEA 97: DEFINE YOUR JOB Different sales jobs are, well, different. For instance, one may involve much cold calling, another none. One may involve short one-off meetings, while others may necessitate a long chain of events all of which must be got right. Simply to say that job is “to sell” is not a useful guide to making it successful. Idea From American business guru Mark McCormack … For selling to be done well, anyone doing it must be clear what “doing selling” means. The first step she is to produce a clear definition of your own sales job. This needs to be entirely job and organization-specific, but general overviews can be helpful here too. For instance the following comes from McCormack on selling, a book by Mark McCormack, the American sports marketing consultant and commentator: The qualities that I believe make a good salesman: believe in your product believe in yourself see a lot of people pay attention to timing listen to the customer –but realize that what the customer wants is not necessarily what he or she is telling you develop a sense of humour knock on old doors ask everyone to buy follow up after the sales with same aggressiveness...
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SHOW TO SELL – Best Sales and Marketing Ideas #96

English_Master July 27, 2013 No Comments
101 Best Sales and Marketing Ideas IDEA 96: SHOW TO SELL Sometimes, with some products, you do better not to talk about something, but to show it – demonstrate it –working. Whether it is a photocopier or a car in which you offer prospects a test drive, the principles are similar. Idea Many people do less than a good job of demonstrating. Here I have in mind Panasonic, and a perfectly conducted demo I once attended…. What are the key factors if a demonstration is to work and boost the chance of sales success? Many of the basic rules of selling apply here. You must focus on needs, maintain interest (maybe not every aspect of your customers and a comprehensive run-through of features may be neither necessary nor appreciated), go through matters following a pre-explained structure and sequence, and above all, talk benefits. The job is to get people to imagine something in use. So remember: Set up fast. Make sure you get everything ready. Have you got the key and is the electricity switched on? Make it understandable. This is vital. Demonstrations can be spoilt by jargon, gobbledegook, and confusion. Sometimes they consist of an over-lengthy discussion about irrelevant details. Everything must be spelt out so that it...
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THE SMALL PRINT – Best Sales and Marketing Ideas #94

English_Master July 27, 2013 No Comments
101 Best Sales and Marketing Ideas IDEA 94: THE SMALL PRINT Many a deal has founded on the small print. The customer likes the product, they want to buy the product, May even at some stages they intend to do so, and then – suddenly – they decline. Something about the terms of the deal destroyed their intent. Idea From the conference industry …  The terms and condition you state for contracts must protect your financial position as supplier, and in particular, protect your profitability. At the same time it is important that they: are communicated clearly and prevent misunderstandings project efficiency enhance the client relationship (for which, they must be seen as acceptable and necessary) encourage conversation of business effectively and promptly Link to any other necessary arrangements and documentation. I first worked on the detail of what is best here during some research with the Meetings Industry Association. They key here and elsewhere is that when discussing terms and conditions you should never apologize. Stress the mutual advantage of clearly specified contract conditions. Talk about working together, and if necessary use a checklist to ensure you deal with everything systematically. Specifically you want to evolve a step-by-step way of introducing and describing terms and conditions, and making...
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