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Overview

Being a salesperson has never been easy. They have to go door-to-door and talk to people who aren’t interested in what they’re selling. However, online business makes it much easier for salespeople today than it used to be.

In today’s world, it is not easy to make a sale. Markets are constantly changing and companies merge or downsize at any moment. Therefore, the right tools, people and plan must be used in order to make a sale successfully. These key points will provide you with great insights into the world of selling and show you which factors to consider when trying to become successful salesperson.

In this article, you will learn why it’s important to pay attention to the best salespeople in your industry. You’ll also find out how military strategists and salespeople have a lot more in common than you might think. Finally, you’ll discover that when setting goals for yourself, it’s important to be as specific as possible.

Big Idea #1: Your selling ability depends on your strategy and tactics.

Imagine you’re managing a team like Manchester United and are about to play against Real Madrid. You wouldn’t go into the match without an intricate plan on how to win, would you? Sales is no different; your success depends on having a strategy.

Many companies fail to develop a strategy. Their sales representatives do not plan ahead or spend much time planning. They focus on the process of selling instead.

In other words, they focus on the tactics of their process instead of the strategy.

Strategy and tactics are two sides of the same coin. Strategy is about planning ahead, but you also have to be flexible enough to adapt your strategy during the sales process.

You can’t succeed in sales without a strategy, just as you can’t fight a battle without preparing your troops first.

Salespeople need to know how to strategize and execute tactics. Both are equally important because they cover different objectives for the salesperson. Strategy is about long-term goals, whereas tactics are about short term ones.

You might want to make individual sales or maintain a good relationship with your clients. Tactics will help you achieve that goal.

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Strategy and tactics are inseparable. Clever tactics can get a company to buy products quickly, but if they don’t suit the company’s long-term needs, it won’t buy from you again or recommend you to anyone else.

Big Idea #2: Assessing your company’s current position is the first step in outlining a good strategy.

Strategy is about planning and making decisions. It’s also about getting things done. The answer to how we get started on strategy, the author argues, is positioning.

Before you can develop a good sales strategy, you have to understand your position in the market. You need to get familiar with your company’s strengths and weaknesses so that you can make an appropriate plan for success.

A military strategist needs to know the basics, like who they’re fighting and what their capabilities are. A salesperson should do that too.

It’s very important to analyze the changes that occur in your industry, market or environment. For example, if you’re a manufacturer of widgets and there are new laws passed about how much profit manufacturers can make on these widgets, it could be a threat to your business. On the other hand, if technology improves so that you can produce more widgets for less money, then that would be an opportunity for your business.

The final step is to define your ultimate sales objective. This is the one thing you want to sell from this particular customer or group of customers. It’s important to be specific about what, when and how much you want to sell. Don’t say something like “Get x chain store owners to order 100 4G TVs.” Instead, say “Get x chain stores to order a trial package of 100 4G TVs by August 1st.”