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Will You Add? - Implementing A Successful Sales Program
Let's face it, some words have magical powers. Just as "Open Sesame" magically opens the door to a new world, so too can other words and phrases have similar effects on your customers and clients. This month we look at the power of words to create trust, allegiance and commitment in our customers and clients. Opening the Doors to Succ
Cinema advertising has always been an effective marketing tool for some advertisers, while for others they have yet to see the benefit of this unique form of media. When an advertiser hears the term “Cinema Advertising” automatically they think the slide that is shown on the big screen with the soothing music played in the background.For man
The approach to selling has gone through a number of iterations in the past ten to fifteen years. First it was product sales through introduction. Gosh, every one needs soap, so why not buy some. We then saw competition come into the market so we started to brand our bar of soap and define some benefits you can have by using our soap. When everyone started to show the same benefits we decided to have soap as part of a consulting initiative where there was a technique for using our soap that made it that much more effective as soap and the results to you were clearly visible. At this point we have evolved to consultative sales techniques. As competition started to also be consultative we put more sophistication into our selling and called it “strategic selling”. Our soap became part of a broader strategy that if used in combination with other products such as perfumes, and special water treatments, our soap now made a longer term fit in the customer’s requirements. So
If you own an auto detailing shop, perhaps you have considered that most of your business comes from word-of-mouth advertising and referrals. These are generally the best type of customers to have and if you'd like more customers like that perhaps you should consider networking in your local community so that you can have more referrals.Net
The approach to selling has gone through a number of iterations in the past ten to fifteen years. First it was product sales through introduction. Gosh, every one needs soap, so why not buy some. We then saw competition come into the market so we started to brand our bar of soap and define some benefits you can have by using our soap. When everyone started to show the same benefits we decided to have soap as part of a consulting initiative where there was a technique for using our soap that made it that much more effective as soap and the results to you were clearly visible. At this point we have evolved to consultative sales techniques. As competition started to also be consultative we put more sophistication into our selling and called it “strategic selling”. Our soap became part of a broader strategy that if used in combination with other products such as perfumes, and special water treatments, our soap now made a longer term fit in the customer’s requirements. So
If you traveled to a remote island and had to take some non-alcoholic beverage, would you prefer an unknown brand taken by the natives to Coca-Cola?If you're like me, I'll insist on something I am conversant with.All over the world, Coca-Cola is known. People have come to trust their products. I guess if some folks travel to another p
How can you find out the group loyalty requirements before you venture forth?Many groups have loyalty requirements in order to make sure that the leads you generate are exclusively for the members of the group. It is important that you make sure you know everything about the group before you join, and loyalty requirements can put a damper on
Have you ever sat by the Television and saw a very funny commercial, which made you laugh and thought that was a really good commercial? Sure we all have, and then your business mind kicked in about 10-minutes later and you could not for the life of you remember which company it was that advertised the product - only the commercial itself.Th
With most products and services, selling at the business to business level, selling into the global marketplace requires different definitions for where the market really is and different standards for measuring our success in getting into this market. We have to realize that no company can afford to be all things to all people. This means that our marketer must focus. To focus we must define who and where the top tier customer is and how do we get there as our first step. The top tier customer is that person who is willing to pay for the value added we can produce (i.e. give us the margins we want) and will normally repeat that sale if this is important to us. Once we know who we want, we need to fine tune the message we provide and set standards for ourselves around how many steps it will take to secure each sale. This message confirms the “customer p
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