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Casual Articles - Are You Selling At The Right Level
Most of us are aware of the many benefits to having an Internet presence. These days a website is an essential element of your public relations and marketing mix. Particularly for small businesses, it provides you with a dis
The stakeholder or shared fate level. Very few salespeople sell at this level. This is where, if you
The job market environment for desirable positions can be very competitive. Make it a goal to positively impact all prospective employers you come in contact with. Take the initiative and promote the essenti
The product/service level. This is where the salesperson focuses primarily on the price or features of the product or service and define their product as a commodity. The typical reaction in this phase is to lower price due to a prospect’s price resistance or competitive pressure.
The transaction level. This is where the salesperson sees the sales process in traditional terms – prospecting, the presentation, overcoming objections, closing the sale. In most cases this approach still tends to focus on the process rather than the customer.
The solution level. This is where the salesperson brings a solution to the prospect/customer for his/her specific problem/need. Although this is better than selling at the transaction level it still focuses on the relationship between the customer’s needs and the features/benefits of the product/service.
The relationship level. Now we are getting more long-term customer focused. Selling at this level requires patience, research, knowledge of the customer’s short and long term agendas, time, effort and a willingness to walk away from those sales where there is not a clear win/win/win outcome.
The stakeholder or shared fate level. Very few salespeople sell at this level. This is where, if your
Both left Boston on bad terms, both left for “better contracts”, and both went to New York teams. So why upon their return, did Red Sox fans give Pedro Martinez a standing ovation and gave Johnny Damon a round of boos? I thi
The transaction level. This is where the salesperson sees the sales process in traditional terms – prospecting, the presentation, overcoming objections, closing the sale. In most cases this approach still tends to focus on the process rather than the customer.
The solution level. This is where the salesperson brings a solution to the prospect/customer for his/her specific problem/need. Although this is better than selling at the transaction level it still focuses on the relationship between the customer’s needs and the features/benefits of the product/service.
The relationship level. Now we are getting more long-term customer focused. Selling at this level requires patience, research, knowledge of the customer’s short and long term agendas, time, effort and a willingness to walk away from those sales where there is not a clear win/win/win outcome.
The stakeholder or shared fate level. Very few salespeople sell at this level. This is where, if you
Before we can begin discussing the benefits of outsourcing especially in small businesses we must fully understand what outsourcing is and what outsourcing is not (as many people often confuse it with off-shoring, a similar
The solution level. This is where the salesperson brings a solution to the prospect/customer for his/her specific problem/need. Although this is better than selling at the transaction level it still focuses on the relationship between the customer’s needs and the features/benefits of the product/service.
The relationship level. Now we are getting more long-term customer focused. Selling at this level requires patience, research, knowledge of the customer’s short and long term agendas, time, effort and a willingness to walk away from those sales where there is not a clear win/win/win outcome.
The stakeholder or shared fate level. Very few salespeople sell at this level. This is where, if you
LED video displays give you the power to communicate, to motivate, and to entertain. Led video displays are seen to be sited for outdoor advertising, in casinos, for events like sporting events in stadium and arena, for sta
The relationship level. Now we are getting more long-term customer focused. Selling at this level requires patience, research, knowledge of the customer’s short and long term agendas, time, effort and a willingness to walk away from those sales where there is not a clear win/win/win outcome.
The stakeholder or shared fate level. Very few salespeople sell at this level. This is where, if you
Having worked in non-profit organizations in three different countries, I have seen the benefits and drawbacks of non-profits hiring full-time Administrative support staff. There are many different reasons why a Virtual Ass
The stakeholder or shared fate level. Very few salespeople sell at this level. This is where, if your customer loses in any way either directly or indirectly related to your product or service, you lose also. If you are losing sales ask yourself a simple question,
Am I selling at the right level with this prospect? If not, where should you be?
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