Sales Training London: Define Your Herd Sell to Suit
Sales Training London: Define Your Herd Sell to Suit
Selling aside, there's an earlier step to consider.
Do you actually know who your target market is?
What defines them?
What pains are they looking to solve?
Have you created an elegant solution to a problem that doesn't really exist or for which there's only limited or no demand?
Unless your message to your market makes them say "That's for me!" your marketing and sales effort is wasted, so is your scarce money, time and your resources are sapped for no advantage.
Marketing, sales, "relationship selling" (whatever!) - their purpose is to speak to the individual and make them feel that there is a big enough "WHY?" i.e. cause/call to act for them to make a decision to buy it, put their hand in their pocket, click/call/accept the offer and BUY.
Did you forget that when you put your last pitch together? What about in your last cold call or direct mail/advert or when you had 60-seconds to tell someone about your business proposition?
Tell them (or better still get them to tell you by asking intelligent questions) why what you offer is important to them. They don't care if you have the best widget if it doesn't speak to their need or pain.
So:
1. Identify the herd
2. Gather the herd
3. Produce product to suit
4. Sell today, educate tomorrow.
(C) Copyright Marcus Cauchi & Sandler Systems Inc, 2006
Happy selling!
Regards
Sales Training London Define Your Herd Sell to Suit - To learn more about this author, visit Marcus Cauchi's Website.
Like this article? Share it with your friends
I make no bones that this is original thought, but the number of times I hear businesses talk about their great products and how they struggle to sell them, it breaks my heart (but makes plenty of work for trainers).
Selling aside, there's an earlier step to consider.
Do you actually know who your target market is?
What defines them?
What pains are they looking to solve?
Have you created an elegant solution to a problem that doesn't really exist or for which there's only limited or no demand?
Unless your message to your market makes them say "That's for me!" your marketing and sales effort is wasted, so is your scarce money, time and your resources are sapped for no advantage.
Marketing, sales, "relationship selling" (whatever!) - their purpose is to speak to the individual and make them feel that there is a big enough "WHY?" i.e. cause/call to act for them to make a decision to buy it, put their hand in their pocket, click/call/accept the offer and BUY.
Did you forget that when you put your last pitch together? What about in your last cold call or direct mail/advert or when you had 60-seconds to tell someone about your business proposition?
Tell them (or better still get them to tell you by asking intelligent questions) why what you offer is important to them. They don't care if you have the best widget if it doesn't speak to their need or pain.
So:
1. Identify the herd
2. Gather the herd
3. Produce product to suit
4. Sell today, educate tomorrow.
(C) Copyright Marcus Cauchi & Sandler Systems Inc, 2006
Happy selling!
Regards
Sales Training London Define Your Herd Sell to Suit - To learn more about this author, visit Marcus Cauchi's Website.
Like this article? Share it with your friends
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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Dr. John OdaJohn Oda Ph.D NLP is a business peak performance expert, an author, and speaker frequently called upon to provide corporate training, workshops and seminars for many companies in the United States. He is an expert in coaching sales and business professionals in overcoming the behaviors and obstacles that may impede their sales results and affect their bottom line. Since 1995, John has created a speaking bureau such topics, which include: time management, sales training, human diversity, leadership programs and etc. He provides companies with a strategic plan to increase their bottom line by over 25 percent yearly. - Visit Dr. John Oda's Website |
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![]() Marcus Cauchi (Visit Marcus's Website) Marcus Cauchi is London's first licensed Sandler sales trainer. 19 years in direct sales, he's sold physical products, services and intangibles with varied success. Over 16 years he left behind over £56 million in deals he could have won, but did because he didn't know any better. He thought you had to qualify for needs, present the benefits of your solution, trial close, follow up with a proposal or further information and the close. He learned the hard way that when you "pitch" a prospect lies to protect himself. When you present and answer his questions, he'll steal your ideas. When you close, he'll mislead you or defer to a higher authority (boss, wife, CFO) and then when he's got you to document in writing (proposals) and give away your confidential pricing, he'll shop that around your competitors to get the best deal. When you follow up for a decision, he'll give you unlimited access to his voicemail and hide. Marcus teaches counter intuitive selling. Average clients increase revenues by 100-1100% in a year. He's probably not for you though as it's difficult and expensive.
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The following email from the head of global equity research at HSBC (my long-ago employer) to London analysts is being called, at least in the U.K., crass and demotivating. I have to confess, I don't actually find ...




















