 To
improve your sales and marketing skills and abilities
you first of all have to understand the difference.
The classic definitions are these:
Marketing efforts are those which bring the customer
to you.
Selling is what you do once you have their attention.
Not elegant descriptions by any stretch but very
understandable. And of course Kotler’s “marketing
mix” includes everything from what product
you’ve produced, to the price your charge,
to the place you sell it, to how you promote it.
And then of course you get others piling on the
concept and adding other “P’s”
like people.
Most sales models include some version of approach,
interview, demonstrate, handle objections and
close. Of course there are many variations on
that as well.
The interesting aspects of both sales and marketing
are these:
- There are no formula’s just basic guides.
- You can always improve both.
- Results can be measured on a number of levels.
For now what we’ve provided here are two
informational pieces which go beyond the basics
mentioned above. First Closing Killers takes a
look at a customer survey of what turns customers
off. The pieces explore why customer don’t
like these behaviors and sometimes why salespeople
insist in perpetuating them. It also give you,
the sales practitioner, ideas about how to change
and avoid killing your next sale. Next the piece
10 Sure-Fire Strategies to Close more Sales will
give you insights regarding the psychology of
closing and how you can use this to your advantage.
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