Strategic
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| Strategy-The successful sale is made before meeting the customer, not when meeting the customer. Strategy is the heart of the sale. Strategy is not tactics. Strategy is the planning, tactics are the maneuvers that you use to carry out the plan. If your strategy is flawed, no matter how well you execute your strategy, it will probably fail. So your success depends on a well planned strategy. One of the best places to focus your sales strategies is in choosing accounts that you want to pursue. Chasing too many accounts can dilute your focus and prove to be an ineffective strategy. Therefore, you should instead try to identify your "sweet spot". If you review your recent past sales successes, you'll likely start to identify a pattern of certain characteristics that can form the basis of your "sweet spot". It may be that you have more success in certain industries like, education or like medical. Once you have identified your sweet spot, you can create a plan to focus your efforts on other prospects that fall within the same parameters. Also, if you come across a lead that is out of your sweet spot, you might want to ignore it all together or at least you'll know ahead of time not to invest too much time in the pursuit of that business, based on the probabilities against a successful outcome. Once a specific market has been identified as a "sweet spot", you can begin to develop strategies for attacking that market. One successful strategy for attacking accounts in the same industry is to use existing customers in that market as success stories. If you have a bank as a prospect, it's likely that they'll be interested to hear how you had a successful implementation with one of their competitors. Once you have penetrated into a new prospective account, a different strategy must be developed for winning the business. By using the model of the 4 buyers as detailed in the book Strategic Selling, you can try to develop a sponsor/coach for this account and try to establish a relationship with the other 3 buyers. |
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