| The Marketing Imprint October 2010 |
Greetings!
The Marketing Imprint is designed to provide concise, relevant and timely business development ideas. |
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Three Reasons Why Business Owners Work as an Employee Rather Than as CEO
Complacency: "Success by continuing to do what we've been doing."
Inertia: "Don't move me from my comfort zone."
Fear: Talented employees won't challenge a controlling owner
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Sell the Problem Before Selling the Solution
A design firm was having difficulty selling its space management solution.
So, first they showed their sales prospect how top firms in the prospect's industry were optimizing their office space.
As a result the prospect wanted to discuss how much it's costing them to ignore the wasted time, money and productivity caused by their inefficient use of office space. |
Hire a Potential Top Sales Performer
Rather Than One Who's "Been There Done That"
If Their DNA is a Good Fit For Your Organization They thrive within an unstructured business lifestyle with a high capacity and desire for receiving all sorts of feedback.
If Professional Strengths Complement Their DNA
They implement a winning sales process that is focused on the right opportunities.
If They Derive Meaning By Solving Problems
They skillfully assess and address each client's tactical, strategic and cultural needs such as:
- Tactical Needs: ease of use, functionality, productivity, sales, gross profit, cash flow, ROI
- Strategic Needs: competitive advantage, market share, speed-to-market, image, customer intimacy
- Cultural Needs: accountability, teamwork, innovation, quality
If They Enjoy Working With New People
These curious self-starters are interesting to others and are innovative in their approaches to find new prospects.
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Overcome Sales Call Reluctance
Mid-tier sales people tend to migrate towards comfort zone customers based on personality, situation, deal size, sales cycle and applications.
Ongoing satisfaction surveys reveal customers who have gained more from their purchases than your company has earned from their sales. Sales people will gain confidence to expand their comfort zone if they learn and replay these success stories.
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