Top 4 qualities of a great sales plan

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Information about Top 4 qualities of a great sales plan
Sales

Published on October 23, 2014

Author: okwako

Source: slideshare.net

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Quick Tips on what to put down on a sales strategy that is guaranteed to work.

1. TOP 4 QUALITIES OF A GREAT SALES PLAN Selling isn’t magic; it’s a science. To approach it scientifically, you should identify what works for your business, document it, and create your own defined, repeatable process. Here’s how to go about your sales plan: 1. Every company should have a USP—a Unique Selling Proposition. • A USP is the specific benefit your customers get from your product or service. It is a benefit offered exclusively by your company—your competition cannot or does not offer it. Declaring your USP is essentially creating your brand. It’s what differentiates you from everyone else 2. Defining Your Sales Funnel. • The sales funnel is a telescoping start-to-finish process you use to make sales happen from making calls to prospects, sending out brochures, replies to queries, booking appointments etc. What is the benefit? Once you look at the results at each step, you can identify your weak points and improve them accordingly to improve your end results. Furthermore, you can measure the performance of your sales staff against the standard. 3. You have to learn to delegate! • Ultimately, the value of a business is greatly increased if the daily activity is not based on you, the rainmaker, but on an entire team. Here is a summary of different sales personalities: • The Finder- loves the thrill of the hunt. He or she is an aggressive go-getter, the classic rainmaker. As soon as a sale is clinched, he is off on the trail of his next quarry. The finder is the one you want when you’re seeking new accounts. • The Minder- a relationship builder. She or he is a people person and a problem solver. Their goal is not the conquest of the sale, but forging mutually beneficial long-term relationships. If acquiring add-on business from existing clients is a large part of your operation, the minder is the one for you. • The Grinder- the relentless plodder. Rejection won’t stop him. Repetition doesn’t bother him. While the grinder has neither the finder’s flair nor the minder’s service standards, he is the ideal candidate for high-volume sales calls, such as door to-door sales. 4. The referral is a very powerful sales tool Every business relationship you create has the potential to lead you to other relationships. • Go Prospecting for Referrals. You can ask anyone for a referral: a customer, a contact, even a prospect. When’s the best time to ask for a referral? Any time! • Exceed Your Customers’ Expectations. Find out what “great service” means to them. And by all means, encourage them to complain! Complaints, no matter how small, give you the opportunity to solve a problem and be a hero, while obtaining valuable insights for improving service. • Form Referral Alliances. Form relationships with others who can provide you with referrals and who you can also provide referrals to. This means not only providing your contacts with referrals, but helping them solve problems and being a good listener. • Be Prepared at Networking Events - Identify what information you’d like to learn, plan to speak meaningfully with at least three new people, introduce at least two people to each other. valeriefoods@gmail.com +254 (0) 725 693920 P.O. BOX 6891-00200 VALERIE FOODS AGENCY, THE BAZAAR - MEZZANINE ONE, MOI AVENUE - NAIROBI.

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