| Topic : Strategies to Improve Marketing and Sales |
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Activity:
197 views;
last activity : 05 03 2012 06:11:17 +0000
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Keep in touch
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Relationship management,solution selling and communication skills of a strategic sales person
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Learn to personalize, be responsive and transparent.
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Talk about the money
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for improving sales proposal
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UpSelling and Short Selling
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Be very specific : Stick to the requirement and make proposal accordingly
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Say Thank You
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Agenda
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Reason, Benefits, Gratification
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If they say No, that doesn't mean you shouldn't call them back or keep in touch with them.
Keep in touch through calls, mails, newsletters and invitations to seminars. You never know when the right time may be or the mood may shift from NO to YES.. |
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It is wise idea to keep in touch with all the leads and previous clients which one has contacted. Frequent calls, invitations, updates and service info may result in better things and can fetch you more business.
it is wise to keep in touch with all the leads generated, sometimes a cold prospective may become an prospective customer so best way is to keep in touch to give live to the proposal.
Relationship management,solution selling and communication skills of a strategic sales person
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to generate lead and to develop prospects and to convert then into customer..all this mainly depends upon the sales proposal and the method by which it is conducted by the sales person.A strategic sales person knows how to do all this by his communication skills which are his USPs. Not only talking but also listening is a part of the job and you have to be a solution seller at the same time. You have to show him the benefits with the FABULOUS approach and has to remember that selling is not only about completing target quotas but about maintaing relationship with the end user, cross selling and also delighting the customer at every point of time. saswati |
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Essentially, point 1 and point 2 are a subset of point 2 i.e. Relationship Management and it all hinges upon communication!The more you keep communication active and client warm, the more easy it becomes to close. But,this is my personal view, it is obviously subjective, so please don't get buoyed by other ideas because every Lead is unique and hence the customer and proposal!
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Learn to personalize, be responsive and transparent. Try to transform acquaintance to familiarity. Build strong relationships such that your Customer will seek your opinion before he makes a choice even with your competitor. Sustaining relationships calls for keeping in touch, greeting them on important occasions and making him feel that you are someone close. Having a exhaustive database on Customer Profile, Personal, Family & Professional Background, Consumption patterns etc are a must for following the former tips. |
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I support Reshmi's views. Having a good relationship with the customer is necessary for every salesman. This will not only help in increase long term relationship and increase contacts, but also will help in getting future sales and more sales promotion as well.
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Don't hide anything. State all the cost and explain them too.I know sales people get uncomfortable when they talk about money to their clients. Always expect that your clients will not be scared by the costs. Never judge their paying capacity. |
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I too support this point. When customer got a need for a particular product, he will definetly must have that purchasing capacity of buying the specific product. Some times the sales get positive n some times it get negative because of certain parameters which he/ she (customers) are not able to get in the particular product which they are looking for and switch for some other brand. So customers purchasing capacity cannot be judged.
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first of all you need to study about your product unique selling prepositions ,then existing competitors & their unique selling prepositions for same product & services then second step find out customer s pain area quality, maintenance, delivery time on the basis of few study u can make a good proposal with easy keywords in your proposals |
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Many have achieved good sales in Upselling few products and shor selling few products based on the maket share and demand and types of products
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Do not copy from any previous proposal and alter for the new one. Be very specific to the requirement and do not include any irrelevant matters into it.
Regards,
Anna George.
Web Analyst.
Nichepro Technologies.
Bangalore.
http://www.nichesuite.com
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Thank your Clients always.Its sounds obvious right but you will be surprised how often the words are overlooked.Thank them for giving some time for you from their busy schedule and respect it and appreciate it.
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Preparing an agenda will give your clients an idea of what you will be presenting and what they can expect from you.
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The Sales Proposal is obviously a level in the process where you will finally ink that DEAL!! Means the customer is premium, he is comvinced to buy but.. Or he is just looking to get the cherry on his cake and est it too!! The proposal has to be fluffed with REASONS for his nuying. Justify that HE HAS MADE THE RIGHT CHOICE. If at all there is a name of a company / store that he knows is his competition, please make it a POINT TO SHOW IT TO HIM!! That is an OBVIOUS reason for him to sign the dotted line. This should prime the turkey!! Give him the benefits of being your customer. Add the service, warranty, guarantee (if applicable) and GREASE the proposal and make it look good slice in! If the consumer is benefitted by buying your products please TELL HIM SO. He wants to boast to his people what HE WRANGLED out of you that OTHERS DIDNT!! His FEELING SPECIAL means YOU can expect him to RING YOUR CASH REGISTER all the time!! DURPRISE him with a GIFT!! Free ticket for TWO to ...... This king of gratification will depend on the value of the proposal but as per the value please presnt him with the value add and see the smile light up the entire room!! :)) |
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