Men's Articles

Sales And Marketing


Many people mistakenly think that selling and marketing are the same. There are distinctions between them, although a strategic combination of the two is vital for successful business growth.

Marketing

  • Marketing activities support sales efforts and must occur before a sale can be made. They sometimes follow the sale as well, to pave the way for future sales and referrals.
  • Prospects may recognise your company or product, but know little or nothing about it. Planned marketing activities help increase their awareness about your products, and stimulate their interest and desire to buy your product even before you make your sales pitch.
  • Marketing tactics include special promotions, advertising, public relations, direct mail, electronic newsletters and business websites.
  • Marketing goals are essentially geared towards fulfilling customers' needs and wants.

Sales

  • Selling is the act of persuading or influencing a prospect to buy your product or service via the telephone, over the counter, a personal presentation or written proposal.
  • If your prospects do not have a good perception of your products or the benefit it offers, even the best sales pitch isn't goi to help you clinch the deal.
  • Sales tactics include networking, cold-calling and trade show participation.
  • Sales goals are essentially geared towards fulfilling sales volume and revenue target.

Selling Effectively

Want to increase your chances of securing an appointment or closing a deal? Put yourself in your customers' shoes. By figuring out their needs and buying habits, you would be better equipped to make a sales pitch that attracts attention, arouses interest, creates desire and initiates action.

To sell effectively, it's best to do your homework, mould each pitch to the specific products and services you are selling, and to each potential client. Develop a value proposition that is clear and concise, and create a strong differential between you and your competitors. In short, figure out solutions to your clients' problems or needs before pushing the benefits of your products or services:

10 Essentials Of A Sales Pitch

  • Know what you're selling
  • Know your potential client
  • Be brief and clear
  • Say why you're unique
  • Be honest, don't exaggerate
  • Remember to listen
  • Offer solutions
  • Know if the time is - or isn't - right
  • Be pleasant and patient
  • Follow up
 

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