Tactical Selling Does not Work – Dr. Drew’s techniques for better profits
Selling professionals are too technical in today's competitive global market. Here are three simple techniques to help your organization to become more strategic.
Drew Stevens, PhD, “The Sales Strategist”
Sales forces today are too tactical. In the increasing age of globalization and Internet, competition rises. Attempting to thwart competitive forces, organizations typically hire more talent to sell more products or push one brand over another. Today’s organizations must sell smarter, not harder. This will include focusing on three areas:
Tactical Selling Teams – Tactical sales forces don’t work in today’s complex and connected world. Sales representatives are myopic to the needs of the organization and focus only on the “product/service” of the day. For many of the larger firms, clients see multiple representatives from the same firm. Thus, bargaining power, positioning and value to the client is lost.
The solution is to find the driving forces of your organization and reposition sales representatives so that your core values and related benefits are aligned with client solutions.
Alignment With Customer Values – Most clients comprehend your company’s information prior to the sales visit. Prospective clients seek to parallel a selling firm’s values with their own. Thus, if a potential client seeks to gain marketshare using productivity efficiency then your offering must focus on efficiencies.
The solution is that sales representatives need to research clients and offer them value not price.
Customer to Customer Influences Are Too Strong – One exceptional client experience gains another; one poor experience gains a feature story in The Wall Street Journal. One strategic driver for all organizations must be uncompromised client service. Southwest Airlines, McDonald’s and Starbucks exist to please the customer – each firm takes pride in the customer experience.
The solution is to review your customer experience to understand how your clients mesh with your corporate strategy.
About Drew Stevens Ph.D.
Drew Stevens PhD is the Sales Stategist. Drew is a sales expert provides a winning game plan to become more productive with no capital investment. Drew is the author of seven books including Split Second Leadership, Split Second Selling and Split Second Customer Service. Drew is frequently called on the media for his expertise. For more information, contact Drew at 877-391-6821 or drew@gettingtothefinishline.com.
©2007 All Rights Reserved. Drew Stevens Ph.D.
Drew Stevens, PhD, “The Sales Strategist”
Sales forces today are too tactical. In the increasing age of globalization and Internet, competition rises. Attempting to thwart competitive forces, organizations typically hire more talent to sell more products or push one brand over another. Today’s organizations must sell smarter, not harder. This will include focusing on three areas:
Tactical Selling Teams – Tactical sales forces don’t work in today’s complex and connected world. Sales representatives are myopic to the needs of the organization and focus only on the “product/service” of the day. For many of the larger firms, clients see multiple representatives from the same firm. Thus, bargaining power, positioning and value to the client is lost.
The solution is to find the driving forces of your organization and reposition sales representatives so that your core values and related benefits are aligned with client solutions.
Alignment With Customer Values – Most clients comprehend your company’s information prior to the sales visit. Prospective clients seek to parallel a selling firm’s values with their own. Thus, if a potential client seeks to gain marketshare using productivity efficiency then your offering must focus on efficiencies.
The solution is that sales representatives need to research clients and offer them value not price.
Customer to Customer Influences Are Too Strong – One exceptional client experience gains another; one poor experience gains a feature story in The Wall Street Journal. One strategic driver for all organizations must be uncompromised client service. Southwest Airlines, McDonald’s and Starbucks exist to please the customer – each firm takes pride in the customer experience.
The solution is to review your customer experience to understand how your clients mesh with your corporate strategy.
About Drew Stevens Ph.D.
Drew Stevens PhD is the Sales Stategist. Drew is a sales expert provides a winning game plan to become more productive with no capital investment. Drew is the author of seven books including Split Second Leadership, Split Second Selling and Split Second Customer Service. Drew is frequently called on the media for his expertise. For more information, contact Drew at 877-391-6821 or drew@gettingtothefinishline.com.
©2007 All Rights Reserved. Drew Stevens Ph.D.
Labels: customer service, marketing, Positive Selling, Sales Training, Strategic Selling
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