Sales
Sales is qualifying leads into prospects and turning prospects into sales. Therefore, sales is the actual interactions between a business and a potential buyer that converts into a customer. The process involves understanding the customer’s needs, offering them a solution that matches their needs, and closing the deal.
What is misunderstood is that the above mentioned interaction does not have to be an actual person; it can be a series of advertisements or web pages that direct a lead to the item to be purchased.
Therefore we break selling into 3 categories: Checkout Sales, Personal Sales, and Nurtured Sales.
Checkout Sales is where the goal is to have people buy without any added interaction from the company outside of advertising. This is predominantly what happens when you utilize a retailer to sell your product. The things that most affect the outcome of your sales process will be packaging and the 4 Ps of marketing also known as the marketing mix (Product, Price, Promotion, Place).
After the sale is made you should also look into cross selling, other items related to the purchase they made, and upselling offering an upgraded version of the product or a kit which includes the product.
Personal Sales is relying on a person to make the sale. We recommend using the consultative selling approach which focuses on identifying what the prospect wants rather than talking about what we offer. Therefore, the mindset is not about convincing the person that our solution is right for them, but about discovering if they are right for our solution. It requires you to be committed to walking away from the sale, if the prospect does not match.
After the sale is made you should also look into cross selling, other items related to the purchase they made, and upselling offering an upgraded version of the product or a kit which includes the product.
Nurtured Sales is using websites, social media, email, and text messaging with the goal to build relationships with future and past customers. These online systems are reliant on accurately tagging people in order to deliver them customized information that they want, and it avoids annoying them with unwanted information. This can come through your events or from the right promotion. The important thing is that this helps your company retain direct contact with potential clients and convert them into customers.