marketing monthly tip may 2015
Post on 15-Apr-2017
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Dr. Sullivan is one of my best teachers and he was my Buyer Be-
havior instructor. He ended classes with “Remember kids, nothing
happens…” What Dr. Sullivan said decades ago is still true today.
I have held jobs where selling and account management were my
#1 responsibility, however, I believe every successful position in-
volves selling. The sell can be an idea, a project, or a dream.
Sales is a psychological process with some fundamentals:
1. It takes time to learn your product/service.- knowing what
you are selling is essential in becoming an asset to your buy-
er. This is an investment for the employer that when invest-
ed in the right person will return handsome returns. A sales-
person needs to sell herself/himself, the employer, and the
product/service.
2. Targeting.- determining the right prospective buyer also
takes time and this process is intertwined with knowing your
product/service. Time is precious and salespeople need to
spend their time with prospective buyers who are most likely
to buy. Salespeople have rights too: prospective buyers can
say “yes” or “no” and “maybe” is not acceptable. I wasted
many, many hours until I learned that I have rights as a sales-
person and started requiring a decision within a reasonable
timeframe.
3. Provide solutions.- this is your message. What solution is
your product or service providing? Buyers do not care what
job we do; they want to know what we will do for them, what
problem are we solving? Practice to deliver your solution in a
1 minute presentation and a 30 second presentation. Re-
hearse it over and over again until you can deliver it convinc-
ingly and professionally. I had the best sales training working
for a pharmaceutical company where at any time the instruc-
tor requested anyone to stand up and deliver the presenta-
tion. She would only tell us what product and how long we
had with time ranging from 1 minute to 30 seconds. It was a
painful experience when it was happening and most benefi-
cial once I started implementing the lessons learned.
Your business is unique and so will be your selling strategy. Call us
at (520)515-5478 or e-mail Mrs. Rachel Norton at nor-
tonr@cochise.edu to set-up an appointment to develop strategies
to maximize your profits.
Selling
“Nothing happens until the cash register rings” Dr. Sullivan
May’15
Marketing Tip
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