How to effectively sell your product?

Take-aways from a talk in the Trust Center 7/14/16

Sales – art or practice?

  • Sales skills can be learned!
  • Sales skills are some kind of an art but there is practice, discipline and strategic thinking behind it. Everything you design needs to be thought through. For example:
    • Should you use channel sales vs direct?
    • Should you consolidate or keep your sales forces separate when acquiring another company/ being acquired?
    • How many of sales reps should you hire?
    • What is the compensation structure?
    • How do you provide feedback, manage productivity?
  • Strategic sales decisions will affect your product, your relationships with the customers, with your investors and many more…

 

Sales fundamentals

  1.       Attitude, enthusiasm & goals
  • Sales are all based on personal relationships - are you accessible? Are you listening? Do you ask questions to learn about your customers? Do they feel like you care?
  1.       Product knowledge - you really need to know your product in order to sell it well.
  2.       Selling tactics & strategies - can be learned and practiced.

 

Always ask yourself: what is the benefit for my customer?

  • Decisions are made by humans, so you should learn - what motivates your target customers? Who helps/ influences their decision? What makes them feel good?
  • Be an active listener and ask questions! the more you ask, the more your customer feels they’re in control and the more information you get.
  • In complex sales, or B2B, there is a lot of permeation work required. Take the time to learn about the organization structure, the decision making units
Was this article helpful?
0 out of 0 found this helpful



This website and all posts and content are intended for educational purposes only and for no other purposes including without limitation commercial purposes. Any other use must give proper attribution to the Martin Trust Center and is subject to certain legal rights contained in our license and terms of use. See full legal disclaimer HERE.

The content in this knowledgebase is subject to a non-exclusive license with share-alike restrictions and the terms of use of this site – which is available for your review HERE.
Have more questions? Submit a request

Comments