sales strategy

Sales Strategies and Tactics Explained in Stories

Sales Stories

Understanding sales strategies and tactics can be difficult, especially when you aren’t all that experienced in the world’s second oldest profession. So many of the concepts are counter-intuitive, the opposite of what you might expect. And there’s so much other contradictory comment published on what’s good practice, and what’s not. It’s all very confusing. That’s [...]

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Is There Stratagem in Your Sales Strategy

Sales Strategies and Tactics

Is there a role for stratagem in your sales strategy?  There is, but probably not the one you might automatically consider.  The objective of stratagem in this concept isn’t laying a trap for your prospect.  It’s laying a trap for your competition. One of the Principles of Professional Selling is Never Mislead a Customer.  Fooling [...]

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What’s Your Sales Model

Sales Strategies and Tactics

What do we mean by Sales Model and why is it important?  And isn’t this all a little too intellectual?  Why are we wasting time talking about theory while, out there, people are spending money with somebody else? These are all good questions.  If you are the sort of sales professional who can sell anything [...]

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Selling From A Different Direction

Sales Stories

Are there times when you’d do better approaching sales from the other direction. Times when the prospect doesn’t seem to be listening, even though your value proposition should be exciting. Times when the customer won’t even think about something new. There’s an interesting story from way back which ranks at the top of sales manager [...]

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How to Define Your Sales Problem

Sales Strategies and Tactics

Do you think you have a sales problem?   If so you’re in good company.  And you’re also wrong.  You don’t have a sales problem.  You have a strategy problem.  The assumptions you made about market, and customers, and your operations don’t fit with reality. Rework the strategy, based on fact rather than assumptions, to solve [...]

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A New Perspective on Social Media?

Internet Enabled Business

Our social media sales strategy deliberations moved on considerably today, and then hit another wall of confusion. We spent the morning talking about our experiences using networks to reach and influence people. That reinforced our conviction. We’d been asked to talk to friends who manage a golf club. They’d heard some of the stories about [...]

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Sales Strategy for Handling Price Objections

Sales Manager

Does your sales strategy include the use of price as a strategic tool for helping control conversations with customers and closing deals? And I don’t mean using discount to win deals! The critical success factor for most businesses is price integrity. Maximise your prices and a healthy bottom line just naturally follows. The reverse is [...]

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Content Consumers The Silent Market

Sales Strategies and Tactics

Image via CrunchBase Our efforts at developing a social media sales strategy are progressing at snails pace but we have decided on the role of content and the tools we’ll use. First off we put a lot of effort into deciding whether we needed to be involved at all. The conclusion was we couldn’t afford [...]

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Change The Point of Competition to Control The Sale

Sales Coach

Do you position competition for your prospects, as part of your sales strategy? If so how do you that, and does it work for you? Do you focus on major differentiators or those minor points the others won’t think relevant? In the good old days we were always told not to say anything bad about [...]

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