Quick Tips on How to Maximise Return from Sales Staffs

The Value of Field Selling

It can be argued that today brand, social media and marketing sell products and services. This can be the case, but only where the market is educated and prospects know how best to satisfy their needs..

Sales are the lifeblood of organisations. The route to market is either direct through employed sales people or via channels.

In either case, sales people are brand ambassadors who educate and build the need for products and services.

There are two fundamental types of need – recognised and unrecognised. Responding to recognised needs is relatively straightforward and driven by specified criteria such as performance and price. With unrecognised needs, you are dealing with an issue – problem or opportunity – and the selling skills required are very different. It is more of a consultative sale, still best handled face to face, either in the flesh, via one of the online conferencing services or a combination of both.

The Opportunity

There are over 750,000 people involved in sales in the UK alone. Worldwide, millions are being trained by thousands of sales trainers, consultants and sales methodology companies.

Professional and academic development is important to many sales people. This presents universities with a great opportunity.

The 70:20:10 Model

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Become a Preferred Supplier

The Purchasing Department is the first point of contact for suppliers and is responsible for identifying and contracting with companies that provide consistently high quality products and services.

It’s important to be in tune with the prospect’s buying cycles. We need to keep in appropriate touch until they are ready to move. Then our name will come first when they think of selecting a supplier.

Preferred supplier status comes in various shades – Qualified Supplier, Approved Supplier, Preferred Supplier or even Sole Supplier.  We can work our way up this ladder.

We need to lay out how to move away from a mere product/service sale towards the more inclusive policy sale. We need a track record of good service and need to sell this policy at a higher level.

When prospecting, we need to keep in touch with all of the key players – not just the initial contact – until they are ready to buy. We create a Relationship Matrix. When a buyer has had any system, product or service for some time, they begin to itch.  It’s time for a change, and we need to make sure we have the best chance of winning the business.

• Differentiate between deal selling and account management and how this relates to gaining preferred supplier status.

• Understand when and why prospecting within the account is important to gaining preferred supplied status.

• Determine the commitments that you need to get from your prospect to achieve preferred supplier status.

• Determine the areas that an Account Manager needs to work on to develop an account.

• Review your own accounts to ensure that you are delivering customer value.

• Recognise the best ways of determining buying windows and positioning your offering on top of the prospect's shopping list.

• Understand the concept of contact to contract.

• Recognise the best ways of determining buying windows and positioning your offering on top of the prospect's shopping list.

• Define ways to manage long term relationships with future prospects.

• Recall the role of networks as a means of connecting with prospects in long term buying cycles.

• Define ways to manage long term relationships with future prospects.

• Differentiate between the factors that can open markets during "Itch Cycles".

• Understand the importance of keeping good customer relationship records.

For More Detailed Information, Please Visit: http://www.as-sa.co.uk/course/How+to+Gain+Preferred+Supplier+Status_105