August 2016 - 360 Sales Consulting
Three Types of Marketing for Sales

Three Types of Marketing for Sales

The concept of selling hasn’t changed over the centuries. There is a product or service designed to match a customer, but what has changed is the way organizations have sold or marketed to the customer. One of the methods we teach is to bring it back to the basics. There are three types of marketing for the sale. The person or company offering a product or service. The product or service itself. The customer. The person or company: How many times do you hear that it is all about the company.  One you hear all the time is how many years they have been in business or how the son has taken over for the father or grandfather.  Also, another is how many locations they serve.  This is to show how big they are and how long they have serviced their clients.  It is good marketing, but what does it say to a potential client about how they help their needs? The Product or service itself: Do you ever hear that the product is so good that it sells itself?  This can be true in certain cases.  QVC and Home Shopping network are the kings of selling products that are geared toward the customer who is impulse buyers.  They sell it a little and then numbers start to roll in. They create more buzz or pressure when they implement the old scarcity process where there are only a couple left. It pushes the maybe buyers over the edge emotionally. Some sales people sell on the features of the product or service hoping with all the features that it is...
3 Great Reasons Why sell the Sizzle not the Steak

3 Great Reasons Why sell the Sizzle not the Steak

The concept of selling hasn’t changed over the centuries. There is a product or service design to match a customer, but what has changed is the way by which organization has sold or market to the customer. One of the methods we teach is to bring selling back to the basics. Sell the sizzle, not the steak. Meaning it is selling has nothing to do with you. It is all about the customer. There are three types marketing of sales The person or company offering a product or service. The product or service itself The customer or customers.   The person or company: How many times you hear it is all about the company. One you hear all the time is how many years they have been in business. Also how the son has taken over for the father or grandfather. Also, another is how many locations they serve. This is to show how big they are and how long they have serviced their clients. It is good marketing but does is say to a potential client how they help their needs. 2. The Product or service itself: You ever hear the product is so good that it sells itself. This can be true in certain cases. QVC and Home Shopping network are the kings of putting the product that is key for the customer that are impulse buyers. They sell it a little and then numbers start to roll in. They to create more buzz or pressure when they create the old scarcity process where there is only a couple left. It pushes the maybe buyers over the...
5 Reasons why Qualification in Sales is so Important

5 Reasons why Qualification in Sales is so Important

When working in sales, there are certain rules that every great salesperson lives by. Whether you are a full-time sales person at a fortune 500 company or you own Cupcake Company. Every sale has steps and if you miss the steps you will likely lose the sale or just waste your time. This is why qualification is so important. Here are 5 quick reason why qualification helps. Saves time – How many times have you spent hours with a potential customer only to find out that in the end, they are not the decision maker? Or more important, they don’t have the budget for your product. How much time did you waste? You could have spent that time with someone who had the budget and could make a decision. It all comes down to being more prepared. Know your customer – If you know how to qualify properly then you know exactly what a potential client look likes and sounds like. You can identify their pain points or what they are looking for so you can better service them with your product or service. You become more excited because you know you can help. Marketing – Yes Marking!! If you know how to qualify and exactly what potential customers you are looking for will benefit from your marketing and your advertisement. You message will be more clear about who you can help and how you can service their wants and needs. Problem Solving – Salespeople are also in the business of solving problems for potential clients. Being able to listen to their issues is important. You also must notice...