2. A STRONG START
VALUES
The values of the Organization should be clearly communicated everywhere. Be it any social networking
site or website or marketing materials or presentations.
Prospects
This is the most important thought with which the activity has to start. A prospect is just a prospect.
Whether it will buy my idea or not doesn’t matter. It’s a number game. The more number of prospects
we have in the pipeline the more are the chances of achieving a sale.
Prospect Quality
Before working on the quality of prospecting we need to identify whether the prospects actually belong
to our target group or not OR is it that we are just creating a telephone directory of anybody and
everybody.
Presentation and Demo Quality
Presentations have to be crisp, value adding, describing the product and impact on market, not
explaining the loss to the customer by not having our services and should have a flow. Demo should be
already ready with legitimate data and information. This will help in curbing down a lot of objections.
3. IDENTIFY…
(Do you need a bride or a groom?)
Identifying the market, target group, demographics,
categories is the most important task.
An antivirus software seller hunting for buyers in a vegetable market will only end up
having tomatoes and potatoes in his hands.
Hence,
Identify the most important sectors for the Company's service set, then
categorize & prioritize companies within these sectors.
Target prospects that have shared “Core Values” and not just “Industry
or Niche Industry” expertise
Identify demographics and geographic locations
9. FRAMING THE SALES PITCH
Too much Product and Company Focus -
Too many details -
Value that the product offers (Technical, Business & Personal values) –
Hook them (Need wise)
Push where it hurts or impacts (Leverage on their own words)
Unique Value Proposition (UVP)
“Sun Rises on the Sales - Bringing complete visibility and
control on the Sales activities”
Simple and easy to understand. Minimum use of technical jargons.
Presentation
Demo
