highway dhaba Marketing | B 2 B marketing Supplier Bori Bunder

A Selling Attitude

Good selling , highway dhaba Marketing &B 2 B marketing requires that you understand the product well and work to appreciate the customer’s requirement. But before and beyond all that, the secret of a good salesperson is about what goes on inside their head.

Above all, selling is an attitude. It’s how you think and feel. It’s about your whole approach to yourself, your company, your products and, of course, your customers. All of this can be condensed to three words: Confidence, pride and care.

Confidence
The basis of all successful selling is confidence. This does not mean blind hope — it is more about how you think about yourself and the future.

Self-belief
A confident person believes in themself and their abilities to sell. In order to create trust, the first thing that you sell is yourself. Whilst self-belief does not guarantee a sale, it always increases the probability of success.

If you go into a selling situation and you do not even believe in yourself, then you are doomed to failure. If you do not believe in yourself then the customer will not believe in you either, nor will they believe what you say. Your doubt will become their doubt and doubt does not lead to the sale.

Informed optimism
Blind belief is not always a good thing. Being positive because you have studied the product and the customer is greater reason to be confident. Belief and optimism provide powerful support but they do not replace factual knowledge.

If you are ready to sell, with good information at your fingertips, them you have good reason to be optimistic. Even if you do not have complete information (and who does), a tendency to optimism also helps create a positive attitude.

Can-do
Finally, self-belief and an optimistic approach lead to a ‘can-do’ attitude which means you will get out there and create the sale through your thoughts and actions. Belief is not enough: you’ve got to put in the work too.

Pride
There are two forms of pride. As one of the seven deadly sins, it can be a very selfish thing. But pride placed outside yourself is an important attitude that communicates and transmits itself to your customers.

Pride in the company
First, you should be proud to work at your company. Associating yourself with the brand and the brand values should make you feel good. You should be happy to tell others where you work.

Pride in the product
Secondly, you should be proud of what you are selling. Just thinking that you have the privilege of selling such a fine product should make you very happy indeed.

As with pride in the company, an intrinsic pride in the product is a powerful motivator, both for you and for your customer.

Care
Finally, a selling attitude is a caring attitude. Rather than just dump products on customers, if you want them to ever come back again, you should care about them and their problems, and hence be proud of how your products will help.

Care for customers can include taking time out from the normal selling context to check up on them, that the product is working ok and that they are happy with it. It can even include sending them Christmas and birthday cards — to their partner too.

When others know that you care about them, personally, then they will be far more willing to trust you — and trust is the first doorway towards selling.

Seasonal Marketing Opportunities

Preparing your business for the upcoming seasonal events highway dhaba Marketing, B 2 B marketing  ahead can be an exciting opportunity to connect with your audience, increase traffic and boost profits and revenue whether it’s Festival or Christmas. We have a few tips (and tricks) on how to plan your national holiday campaigns and apply them for your business through visual displays.

Tip #1: Make a statement Imagine you are creating a scene. The first step to creating your seasonal campaign is to identify the holiday and research your ideas accordingly. Think outside-of-the-box by brainstorming and using holiday keywords to build up your ideas and taking them to the next level. To avoid any generic ideas, you can combine your business services with the holiday of your choice for extra creativity. For example, if your store sells a certain product such as , you can create a humorous cardboard cutout of Santa wearing Christmas or a Santa mannequin as a prop and centralise your holiday decorations around that. It would draw attention to your store and therefore increase traffic for your business.

Tip #2: Consider the type of signage solutions and displays you want Banners and signages are the silent sales assistants that you’ll need for your store. They provide the quickest ways to inform your customers about your products, as well as giving them a glimpse on the offers and benefits of your store. They are great tools for any retail display and will go hand-in-hand with your seasonal campaign.

Tip #3: Choose the right colour schemes Colours make a world of difference when it comes to displays and the right colour schemes can either make or break your store presentation. Consider what certain colours remind you of that particular holiday and see if you can link your business brand colours together with that season. Try to aim for less than 3-4 colours in your palette with a primary colour as your main hero and a few complementary colours to balance it out so that your displays aren’t too overwhelming or contrasting.

Tip #4: Remember the importance of placement and positioning There is no point into creating a great holiday display if your customers are unable to find it. Have an idea of where your customers will see your displays and map out the direction you want them to follow by considering the placement and positioning of your props and decorations. If you have a storefront window, use mannequins, cardboard cutouts and props to create a scene. If your business is limited with space, consider displaying an interest piece at the front of your store to evoke curiosity and lure them inside with accompanying decorations.

Tip #5: Keep it fresh Recycling the same old displays every year can be a big no-no for your business. Bob Phibbs from Retail Doc advises that “when you go cheap, you stay another also-ran, bland and boring warehouse of goods in search of someone’s money. Make your decorated store fresh, make it fun and use more lights than you think you should.”

highway dhaba Marketing | B 2 B marketing Supplier Bori Bunder

Marketing idea an tips , info , case study

Successful Sales

Foundations for Successful Sales

What is Sales?
— Understanding the Sales Process
— Understanding the Sales Cycle
Value of Product Knowledge
Useful Skills to Have in Sales
— Useful Business Skills for Salespeople
— Useful People Skills for Salespeople
Understanding Types of Clients and How to Engage Them
— Types of Clients
— Multi-cultural Customers and Sales

Sales Process and Sales Pipeline

1. Generating Leads – Using Sales Channels
— Direct Postal Mail
— Email
— Face-to-face
— Internet and Web
— Social Networking
— Telemarketing (Phone)
— Trade Shows

2. Qualifying the Client — Is Client a Prospect?
— First Impressions and Establishing Rapport With Leads
— Understand the Needs and Wants of Each Lead — Ask the Right Questions
— Getting to Decision-Makers

3. Sales Interviews and Presentations With Prospects
— Opening Statements
— Establishing Rapport and Trust
— Really Listening (Verbal and Nonverbal)
— Effective Sales Presentations
— Dealing With Objections

4. Sales Proposals and Negotiations
— Proposals and Sales Letters
— Negotiations

5. Closing the Sale
— Techniques for Closing
— Sales Contracts

6. Account Maintenance and Management
— Customer Service
— Customer Satisfaction

Miscellaneous Perspectives — and Challenges and Pitfalls

Various Philosophies of Marketing and Sales
Challenges and Pitfalls

Managing Yourself for Successful Sales

Staying Motivated
Keeping Positive Attitude
Organizing Yourself
Managing Your Time and Stress

Managing Sales Activities and Sales Force

Sales Staffing and Training
Sales Success Rules – Free Sales Training
Sales Forecasting and Goals
Motivating Sales Force
Measuring and Evaluating Sales Activities
Compensating Sales Force

General Resources

Resources Providing Many Resources
Glossary and Dictionaries About Sales
Free Tools and Templates

Also see
Related Library Topics

Also See the Library’s Blogs Related to Sales

In addition to the articles on this current page, also see the following blogs that have posts related to Sales. Scan down the blog’s page to see various posts. Also see the section “Recent Blog Posts” in the sidebar of the blog or click on “next” near the bottom of a post in the blog. The blog also links to numerous free related resources.

Library’s Business Planning Blog
Library’s Building a Business Blog
Library’s Customer Service Blog
Library’s Marketing Blog

Foundations for Successful Sales

What is Sales?

Before learning more about how to do successful sales and selling, it’s important first to get a sense of what sales is, so you can more accurately understand the guidelines, tips and tools provided throughout this topic. Also, it’s useful to understand different viewpoints about sales, especially so you can more accurately understand how your clients talk about sales.

What’s “Advertising, Marketing, Promotion, Public Relations and Publicity, and Sales?”
Unlocking the True Definition of Sales
Legal Definition of Sale
Sales – Definition

Also see
Marketing (scan the subtopics to understand Marketing)

Understanding the Sales Process (Sales Pipeline)

There is a general, overall process that successful sales people follow, although there are different perspectives on that process, including names for the various steps along the way. The next major section in this topic includes more detailed guidelines, tips and tools for each stage of one perspective on the sales process, or sales pipeline as some people refer to it.

Sales Process
What is a Sale Process?
Basics of the Sales Process
Sales vs. Procurement — tips from an expert.

Understanding the Sales Cycle

The sales cycle is often referred to as the time it takes to do the sales process mentioned above. Timing is critical because the faster and shorter the sales cycle, the faster that more revenue is generated, customers are satisfied and more customers can be gotten by the organization.

What is the Sales Cycle?
Sales Cycle Steps
The Best Way to Shorten the Sales Cycle

Value of Product Knowledge

There’s an old saying that a “good salesman can sell anything.” That’s not so true today when the nature of products and services can be highly complex and the nature of customers and clients can be highly demanding. Yet there’s an ongoing argument about which is best — product knowledge or sales skills.

Benefits of Product Knowledge
How Product Knowledge Can Mean More Sales
How Much Product Knowledge is Enough?

Also see
Product Development

Useful Knowledge and Skills to Have in Sales

You don’t have to read all of the resources referenced from the following links. Rather, a quick scan will give you an impression of the different types of knowledge and skills to start learning over time. Perhaps for now, realize that there’s more to being a good salesperson than learning the sales process and sales cycle. Many of the following are also more directly associated with other subtopics in this overall topic of Sales.

Useful Business Skills for Salespeople

Advertising and Marketing Laws
Advertising and Promotion
Communications (Writing)
Contracts (Business)
Customer Satisfaction
Customer Service
E-commerce
Ethics: Practical Toolkit for Business
Etiquette (Manners)
Marketing
Positioning: Deciding and Conveying Your Unique Selling Position
Pricing
Public and Media Relations
Telemarketing

Useful People Skills for Salespeople

Assertiveness
Conflict (Interpersonal)
Etiquette (Manners)
Feedback
Handling Difficult People
Listening
Non-Verbal Communications
Presenting / Speaking
Questioning
Self-Confidence
Team Building
Negotiating
Diversity and Inclusion

Understanding Types of Clients and How to Engage Them

How to Understand Your Customers
Know Your Customers’ Needs
Customer Relationship Management

Also see
Product Development
Questioning 
Useful People Skills for Salespeople

Types of Clients

8 Types of Clients — Adjust Your Pitch, Increase Your Sales
5 Types of Customers
8 Types Of Client To Avoid At All Costs

Multi-cultural Customers and Sales

How to Develop a Multicultural Sales Force
Multicultural Client Skills For Small Businesses – 8 Point Strategy For Intercultural Negotiations
Selling to Multicultural Customers

Also see
Diversity and Inclusion

Sales Process and Sales Pipeline

1. Generating Leads — Using Sales Channels

21 Lead Generation Strategies
7 Deadly Sins of Lead Generation
Marketing Benefits of Using Lead Generation
Five Ways to Beat Prospecting Anxiety
How to Generate More Leads

A lead is a potential customer. (Later, in the sales process, you will qualify the lead to determine if he/she is a prospect, that is, is someone who is very likely to buy from you.) Sales channels are the methods by which salespeople and customers communicate with each other. The resources that are referenced in this subtopic usually give advice about how best to use a particular channel in sales, but don’t go primarily with that advice — also follow the guidelines in each phase of a sales process, so that you’re following guidelines in a systematic manner.

Direct Postal Mail (Sales Letters)

How to Write Direct Mail Sales Letters
Sample Images of Sales Letters
Direct Mail Marketing – 101
10 Direct Mail Order Ideas to Boost Your Response

Also see
Using Direct Mail
Business Writing

Email

Steps to Selling by Email
Writing Email Copy That Turns Into Sales
Email Marketing vs. Email Sales

Also see
Email Marketing
Email Writing, Management and Policies

Face-to-face

The Importance of Face-to-Face Selling
Face-to-Face Sales Training
The Importance of Face-to-Face Sales in a Sales 2.0 World

Also see
Communications (Interpersonal)
Interpersonal Skills

Internet and Web

The 10 Secrets of Selling Online
Birth of an E-Salesman: A Tragedy in One Act

Also see
Computer, Internet and Web
Social Networking

Social Networking

Boosting Your Sales With Social Networking
5 Social Networking Steps for Sales Professionals

Also see
Computer, Internet and Web
Social Networking

Telemarketing (Phone)

Cold Calls
Selling on the Phone
It Takes Practice to Sell Successfully Over the Phone

Also see
Communications (Interpersonal)
Interpersonal Skills

Trade Shows

Ten Trade Show Exhibit Best Practices
How to Increase Your Trade Show Sales
Learn How to Maximize Your Trade Show Success

2. Qualifying the Client — Is Client a Prospect?

Once you have a list of leads, you need to qualify them, that is, you need to assess whether they are likely to buy your product or service based on, for example, their needs and wants, match between their needs and wants and the nature of your products and services, key decisions by the decision makers, ability to pay and preferences for the timing to buy. A qualified lead is a prospect. (Depending on the nature of your product or service, you might be asked to provide a proposal, even without having an opportunity to more carefully qualify the lead. In that situation, you can skip to the section Proposals.)

7 Prospecting Ideas That Work
Sales Prospecting Myths
Sales Prospecting Techniques — How Winners Prospect
80-20 Rule of Customers: Stop Thinking 20th Century! Attract Only the Top 20%

First Impressions and Establishing Rapport With Leads

10 easy ways to build a quick rapport with anyone
Value of Building Rapport

Also see
Communications (Interpersonal)
Interpersonal Skills

Understand the Needs and Wants of Each Lead — Ask the Right Questions

One of the worst approaches now is to start “pitching” or pushing your product or service. Instead, learn more about the lead, especially by asking useful questions. Here’s where the guidelines in the previous topic Understanding Types of Clients and How to Engage Them are especially useful because you’ll need to really understand more about the lead in order to discern if they are a prospect, if they are likely to buy from you.

What are the Secrets of Question Based Selling ?
World’s Best Sales Questions
Your Customer is Lying — Did You Catch It?

Also see
Skills in Questioning

Getting to Decision-Makers

Often, the person you first contact is not the person who ultimately will decide whether to buy from you. So even if the first person really likes your product or service, it’s as important that you influence the real decision maker. Many times, that person is a very busy upper manager who does not want to be bothered by someone trying to sell something to him or her.

Identifying Sales Prospects: Gatekeepers, Influencers, and Decision Makers
Reaching the Decision Maker
How to Reach Decision Makers

Following-Up With Potential Prospects

Effective follow-up shows you are thorough in your work and are sincerely committed to working with the prospect. Also, your follow-up often reminds the prospect of your initial contact– a contact that they might have forgotten in their busy work lives.

How to Be Persistent in Sales Without Annoying Your Prospects
Follow-Up Marketing — How to Win More Sales With Less Effort
Follow-Up Calls Can Give You the Competitive Edge
Knowing When to Follow-Up a Sale (includes for prospects)

3. Sales Interviews and Presentations With Prospects

Effective Sales Presentations

Keys to Great Sales Presentations
How to Creata Powerful Sales Presentation
How to Recession-Proof Your Sales Pitch

Also see
Presenting

Convincing the Customer and Dealing With Objections

6 Techniques for Effective Objection Handling
Dealing with Difficult Customers
The Ultimate Guide to Objection Handling: 40 Common Sales Objections & How to Respond

Also see
Power and Influence

4. Sales Proposals and Negotiations

Proposals and Sales Letters

If you have been successful in prospecting the lead and the prospect indeed is interested in your product or service, then you might be asked to provide a proposal that provides more information about your organization, its products and services, and how you would work with the potential client. The client also might be asking several vendors to provide proposals, so that the client can have more choices from which to choose.

How to Write the Perfect Sales Letter
Proposal Checklist
Sales Letters and Proposals
How to Write a Sales Proposal

Negotiations

Often, your proposal or sales letter is the first time that the client really absorbs the details of the opportunity that you’re bring to him or her. It’s not uncommon that the client wants to modify certain terms or pricing. Thus, it’s useful for you to have at least some basic skills in negotiating.

Negotiating the Price You Deserve – The Salesperson’s Dilemma
Managing the Sales Negotiation Process
Managing the Sales Negotiation Process
Sales Strategy Checkup

Also see
Conflicts (Interpersonal)
Negotiating

5. Closing the Sale

The closing process is getting the commitment of the prospect to buy your product or service. The close is when the client has committed. It represents the close, or ending, of the sale process. However, many would assert that the sales process really doesn’t end there, rather the sales process continues to ensure a strong, successful relationship with the client even after a contrast has been signed.

Techniques for Closing

Tips for Closing the Sale
Closing the Sale Is Just the Beginning
After You Close a Deal

Sales Contracts

Contract of Sale
Understanding Sales Contracts
Many Images of Sales Contracts Sample Sales Contracts

Also see
Principles of Marketing

Effective marketing techniques

Marketing communication Strategies and Planning

Promotion: Integrated Marketing Communication

Marketing Management and Strategic Planning

Marketing Strategy

ADVERTISING AND PROMOTIONS

Retail Management

Entrepreneurship and Innovation

Small Business Management

Business Plan Development Guide

Small Business and Entrepreneurship

Human Resource Management

Introduction to Business

Principles of Management

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