The Golden Sales Strategy
The One Sales Strategy You Can Never Ignore
This sales strategy is the only way to sell something. This is the one sales strategy common to all sales.
There is one sales strategy that is common to all “business to business” sales. If this strategy is missing, an order will probably never develop. We could call this the universal sales strategy.
Now, there are many strategies used in sales. I even have a CD sales training program titled “Top 20 Sales Strategies”. But, I was looking for a single sales strategy that can’t be missing as one company attempts to sell something to another company. A sales strategy so important, it determines success or failure.
The Single Sales Strategy
This universal sales strategy is found at the center of the “Sales Process”. Hopefully, you already know that the sales process is the only process that develops sales. Sales skills represent techniques that are used to successfully execute the sales process. So, it just makes sense that we would find this sales strategy at the center of the sales process.
As you may expect, this sales strategy is quite simplistic in nature and you may think this sales strategy is no big deal. If you come to that conclusion, you’d be missing the point about this sales strategy and this special sales training.
The Universal Sales Strategy
The following six words describe this “business to business” sales strategy. “Find a problem and fix it”. I know it sounds overly simplistic but this is the single sales strategy found in all B2B sales and all too often, it’s missing.
You see, too many salespeople focus on selling their product assuming the prospect already knows they need it. That sales strategy leads to failure. These salespeople get too focused on how a product operates, features, functions and all that stuff. A better sales strategy would be one that focuses on the problems the product addresses.
“Find a problem and fix it.” This sales strategy works because companies don’t buy products, they buy solutions. It may appear on the surface that businesses, at times, buy something not to solve a problem, but to save money. Well, if a business can save money and they are not doing something about it, that’s a problem. This is the one sales strategy that can never be ignored.
This sales strategy implies a few things. The salesperson must insure that the prospect agrees that there is a problem that must be solved. There has to be some “pain” associated with the problem. This sales strategy also implies that your solution is cost justified. You’ll never solve a five dollar problem with a twenty dollar solution.
“Find a problem and fix it” is one sales strategy you’ll need to remember.
Nick Moreno, Sales Consultant
National Sales Center, Sales Training Company
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