Jan10
Strategic Sales – Use It Or Lose It
Posted by Nick in Corporate Sales Training | 0 Comments
File under Sales Training, strategic sales, strategic sales plans
Strategic Sales… What You Need To Know
By, Nick Moreno
The world of “Sales” is hung up on two words, “Professional” and “Strategic”. We place “professional” in front of words like “Sales Career”, “Sales Training” and “Sales Rep”. Are there “unprofessional” versions of these terms such as, “Unprofessional Sales Training”? Did you ever hear of a “Professional Lawyer” or “Professional Doctor”?
The same holds true for the word “Strategic”. It finds it way in front words like “Sales Plan” and “Sales Strategy”. I guess there are salespeople that operate with a “non strategic sales strategy”. I’m not sure why we are hung up with these words but I sure smile when I see them used and abused. All successful selling involves strategic sales skills and techniques. So, what exactly is strategic sales? Well, I have some strategic sales advice for you.
As the name implies, A strategic sales is selling with a strategy. As I mentioned, all ‘selling” should involve a strategy but lets stick to the term “strategic sales” and uncover what strategies are applied.
Strategic Sales Process
The first part strategic sales involves the Sales Process. The Sales Process is the only way to effectively and efficiently sell something. The Sales Process is a communications process between buyer and seller. If you are in sales and you are not using the Sales Process, you are just spinning your wheels. Those involved with strategic sales must master the sales process if they expect to succeed.
Strategic Sales Plan
Using the Sales Process as a foundation, you next need to develop a Strategic Sales Plan. (I just had to use the word “strategic” to stay on point!) Basically, it is an outline of the sales strategy you will use to execute the Sales Process. A Strategic Sales Plan takes into account all that you know about the prospect and how you will use that information to close the sale. Also included in your Strategic Sales Plan is all that you don’t know… and your plan to uncover that information. The only way to succeed in strategic sales is to plan for success.
Sales Objections And Strategic Sales
Strategic sales is all about being prepared and this is especially true when it comes to sales objections. You must anticipate common sales objections and have a well – prepared strategy to overcome them. You must consider your product’s weaknesses and your competition’s strengths. Once you are prepared, you’ll strategically overcome those objections and leave “thinking on the spot” to your competition. Strategic sales is all about being prepared.
In the final analysis, all sales are strategic sales when a salesperson is involved and controlling the process. Guess what happens when you use a sales strategy and your competition “Wings It”? That’s right, you win and take a trip to the bank. So, insure all your sales attempts are strategic in nature.
Go make it a great day!
Nick Moreno
ARTICLES OF INTEREST
Major Account Sales Strategies – Part I
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