Welcome to Sales Marketing
Sales & Marketing is the combined forces of lead generation and conversion to sale. Your marketing will create the prospects and potential customers that you will be able to present your proposition and ‘close the deal’ to create a customer.
Sales are not Apples
Sales don’t fall off trees like apples as every customer who enquires for your products or services will not automatically accept your terms or suggestions. It will be up to your trained sales staff to convince the potential customer that your proposition is for them and the best choice over your competition.
Marketing is not just talking
Marketing is the generation of the enquiry in the first instance from advertising, exhibitions, networking, viral marketing, direct mail, public relations and referrals. Once created the conversion marketing is the development of interest in your business proposition. This is where you create a ‘cold’ lead and turn it into a ‘warm’ lead.
Converting enquiries to sales that sign contracts and pay money is the hard part where an experienced sales professional will make look easy. To the untrained eye the sales appears to be a seamless process and is only a matter of answering questions and talking. Nothing can be further from the truth as anyone who has attempted sales from ‘cold calling’ and commission only positions will tell you it certainly is much tougher than you think.
The actual sales process is usually a ‘one to one’ meeting where the client is engaged by the sales professional to listen to the client’s needs and for the sales professional to satisfy those needs and convince the client that your company is the right company to choose and for the client to accept the terms and to commission the company to fulfill their needs with confidence and conviction.
Closing the Deal
This is a skillful part of any sales negotiation and again will appear to be made easy by a sales professional with confidence and experience. The true sales professional will only demonstrate their skills when the customer starts putting up objections and this is when the sales professional will shine and really go to work. Handling objections are opportunities to close the deal and offer the sales professional the ammunition to convert the client into a customer.