When it comes to sales, achieving results is the goal, and when we fall short, the problem often lies in the initial strategy, or lack thereof.
Effective selling comes down to one thing – a distinct, solid and foolproof sales strategy. So what exactly is that, you ask?
A sales strategy consists of a plan that positions a company’s brand or product to gain a competitive advantage.
Kick starting the sales strategy is the exhausting part, but once it’s in place, you can more or less coast along (that is, until you hit the next uphill climb)!
To get started, define your target market. Maintaining your focus on a desired market segment is a lot cheaper, and more effective, than targeting ‘the whole world’.
We suggest writing out a list of whom this market includes. The longer the list, the deeper your sales reach.
That takes us to the next step; reach. What is yours and how will you achieve it? Be crystal clear on
the actual ways in which you will establish this reach – networking, cold calls, email blasts, on-site visits, collaborations, etc.
Established a connection? How and when will you follow up? What questions will you ask? Concrete answers to these questions will be part of your sales strategy, and implemented each and every time creates a process.
Let’s be honest here- the smaller your business, the harder it is to sell. Simply explaining who you are and what you do can take up enough time to allow a prospect to tune you out. The big guys jump straight to the sale – find a way to do this as well.
Cut your elevator pitch in half, bullet point your background or forget it altogether.
Presenting yourself as a leader in the industry and not allowing room for doubt is the only way to battle this impediment. Confidence MUST be part of your process.
Round up your sales strategy with a defined plan for execution and delivery. Timelines and deadlines will streamline your process and create a smooth path, aimed directly at closing the deal.
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