How To Sell Strategically

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How do you sell strategically?

Selling strategically is a phrase that most sales people have heard and wonder about. It’s no question that sales professionals are always looking for the most efficient and effective way to sell their products or services. While strategic selling isn’t necessarily easy, a carefully laid out plan can boost revenue and help your business gain an upper hand against your competitors.

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Learn Your Company
Understanding strategic selling means gaining a clear understanding of your company and its unique vision. When those are well-known and aligned, you can work on selecting the best customers based on how well they fit into the parameters of people who want to buy from you.

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Collect and Analyze All Necessary Information
Selling strategically works only when you make informed decisions from carefully analyzed and accurate information. Learning how to leverage your social selling skills as a sales professional by using social networking to make connections and gather leads that lead to meaningful relationships can be a great way to gather information about your potential customers.

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Establish Yourself as a Credible Expert to Gain Trust
Sales professionals will have a better chance at earning the trust of their customers when they stop trying to sell them something and start trying to help them overcome their challenges. To sell strategically, sales professionals should learn everything there is to know about their customer’s industry, the unique challenges they face, opportunities for resolving these issues, and positioning your product or service as the best way to mitigate risks.  

 

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Sell on Value
When you look at the competition, you can clearly see how your products or services differ. However, a customer isn’t likely to know the industry as well as you. They primarily look at price instead of value, so it’s up to you to create a strategy to sell them on value.

Read Related Article: How To Clarify and Align Sales Goals

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Listen for Opportunities
Customers also tend to know how salespeople operate. For instance, they know that you’re going to tell them features and try to push them to buy, so they’re already on the offensive. The goal is to listen in order to get a better feel for how you can strategically position your solution to their problems. Do they want more information? Do they know what they want or are they asking for help subconsciously? Do they desire more information or want you to point out the best products to help with their issue?

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How To Clarify and Align Sales Goals

While you may see your goal in any meeting as to sell a product, in reality, what you are trying to do is to solve a gap in the buyers existing abilities and what the possibilities exist for the company. Sales and marketing align together to reach a sales goal. A sale only happens if there is value in the product for the buyer, but that doesn’t mean that the only goal the sales rep has is to make the sale. Learning how to clarify and align sales goals is a key part to your sales teams success. Here is some detailed information on how to clarify and align sales goals during your next sales meeting.target-goal

In fact, the seller needs to go into the meeting also looking for a way to resolve the challenges of the buyer. In this way, both the seller and the buyer are in alignment, looking for ways to create a solution that satisfies a recognized need within a system. Learn How to Run A Productive Sales Meeting and your ability to clarify and align goals will improve dramatically.

This type of alignment of goals brings the buyer and the seller into a mutually collaborative experience during the meeting. However, this won’t happen by accident. Creating a message in advance that is tailored to clarifying the focus of the meeting (to solve the problem/gap/want/challenge of the company) needs to be an important part of your preparation. It should also be a clear intent in your opening message and outlined in your agenda; clarifying for the buyer what your true objectives are for the meeting.

 

Related Article: 5 Step Process to Cultivating & Capitalizing on The Relationship

 

solve-client-problems-sales-idea-imageThis will prevent that defensive, disinterested and often dismissive attitude that can be difficult to break through when talking to decision makers in any business. Being well prepared and offering a valuable solution diminishes this natural dynamic in the room. So, make sure that you stop pitching & start solving client business problems.

Additionally, by structuring the sales presentation to be interactive, informative and not a hard-core sales pitch further aligns the goals, allowing you to test possibilities along the way and then move into the close at the opportune time.

Have a structured process for getting your prospects to take the next steps towards closing the sale. Here is an article that outlines 3 Steps to Help Prospects Commit. Don’t leave such an important meeting and process to your memory alone, always have an agenda and structured process. This agenda should even include a process to overcoming sales objections.