Lesson notes, exercises, downloads, and recommended reading are below the video. On mobile, the video will rescale when you play it.


You Need a Sales Strategy: Which One?

If you want long-term success in anything, you need a strategy. And this is never more so than with sales.

The Book of the Course!
Sales Skills: A Management Courses Introduction
This book gives a broad introduction to the topic, for managers and professionals who don’t want or intend to specialize in sales and selling. And as a fast start for someone needing to make a start in selling, for whatever reason.
Get the kindle Exclusive book from: https://geni.us/TL5BKeD

Watching this video is worth 2 Management Courses CPD Points*.
🔎 See below for details

Sales and Selling Skills
This video is part of course module 8.4.3
Program 8: Managing Customers and Clients
Course 4: Sales / Selling Skills
Section 3: Selling Techniques

Other videos in this section include:
🎬 Cold Calling to Get a Sales Appointment https://youtu.be/WKL1IcRZzLk
🎬 The 1-2-3 of a Successful Written Sales Proposal https://youtu.be/WSQkW0MrFPE
🎬 Pricing and Fear of Price https://youtu.be/Sp6NTiFtzQE
🎬 Account Management: Account based Selling https://youtu.be/YfyQFfEOCyk
🎬 Sales optimization: Upselling, Down-selling, and Cross-selling https://youtu.be/hBmriRpdWkc
🎬 The Complex Sale: 101 https://youtu.be/7ZelzJSnu8A

LESSON NOTES
A Sales Strategy is an approach to how, over the medium to long term, you position, promote, and sell your products or services to qualified prospects.

There are several broad strategies:
– ‘Canned selling’
– Inbound selling
– Outbound selling
– Niche selling
– Solution Selling
– Consultative selling
– Partnership selling

The best sales strategy for a company will depend on its:
• products or services
• target market
• business goals.
A sales strategy should be flexible and adaptable to changes in the market or the company’s business.

RECOMMENDED EXERCISE
1. What sales strategies does your organization adopt, for each of its products and services? (2 MC CPD Points)
2. What sales strategies have you observed or been a part of? (2 MC CPD Points)

DOWNLOADS
Free Resources

🧰 CPD Tools – https://gum.co/MC-CPD
Paid resources
🧳 Management Courses Onboarding Kit – https://gum.co/MC-ObK ($3)

RECOMMENDED READING
There are many books that introduce sales and selling. These are the ones I have, and can recommend:
📖 To Sell Is Human https://geni.us/L2EQmt
📖 The Only Sales Guide You’ll Ever Need https://geni.us/AEAVD5
📖 The New Strategic Selling https://geni.us/Zt2Z9n3
📖 SPIN Selling https://geni.us/Ir5xu
📖 The Psychology of Selling https://geni.us/AjR8AA

⭕️ Links to our book recommendations are affiliated through Amazon and help support our free videos

Managers Need a Basic set of kit to do your job well. Here are my top recommendations: https://kit.co/MikeClayton/manager-s-work-kit (the links are affiliated)

MANAGEMENT COURSES CONTINUING PROFESSIONAL DEVELOPMENT (CPD) POINTS
You can record your Management Courses CPD points on our free, downloadable CPD record log.
📓 Download it at: https://gum.co/MC-CPD
Each video has two levels of MC CPD points. For this video:
– If you simply watched the video, record 2 MC CPD points
– If you also carried out all of the recommended exercises, score a total of 6 MC CPD points

CHAPTER MARKERS
00:00 – Sales Strategy
00:16 – Definition of a Sales Strategy
00:29 – Key components of a Sales Strategy
00:54 – Additional components of a Sales Strategy
01:20 – ‘Canned’ Selling
01:52 – Inbound Selling
02:13 – Outbound Selling
02:32 – Niche Selling
02:59 – Solution Selling
03:31 – Consultative Selling
04:11 – Partnership Selling
04:38 – Which Sales Strategy?
05:10 – Adapting your Sales Strategy
06:25 – Summing-up Sales Strategy

#ManagementCourses #Sales #SalesStrategy

source

Daniel Pink: To Sell is Human
The Miller Heiman Strategic Selling Methodology
Sollution Selling: Neil Rackham’s SPIN Selling
Mary Kay Ash: The Mary Kay Way of Selling
Dale Carnegie: How to Win Friends and Sell to Them
The Complex Sale: 101
Sales Optimization: Upselling, Down-selling, and Cross-selling
Account Management: What is Account-based Selling?
Pricing and Fear of Price
The 1-2-3 of a Successful Written Sales Proposal
Cold Calling to Get a Sales Appointment
How to Qualify Your Sales Prospects
What is the Sales Funnel?
5 Components of a Powerful Sales Attitude
Sales Success Tips: Sales Do’s & Don’ts
Master Selling: Why People Do and Don’t Buy
After-Sales Activities [Sales Process Part 9 of 9]
Seeking Commitment – Closing the Sale [Sales Process Part 8 of 9]
Handling Objections to the Sale [Sales Process Part 7 of 9]
Presenting Solutions [Sales Process Part 6 of 9]
Diagnosis: Diagnosing the Customer’s Need [Sales Process Part 5 of 9]
Opening the Sales Meeting [Sales Process Part 4 of 9]
Sales Meeting Rapport Building [Sales Process Part 3 of 9]
Pre-Sales Activities [Sales Process Part 2 of 9]
Sales Prospecting [Sales Process Part 1 of 9]
The Sales Process – a Summary of the 9 Step Selling Process

Mike Clayton

About Mike Clayton 

Dr Mike Clayton is a (former) Project Manager and now a management educator. Having trained thousands of people at live workshops, seminars, and conferences, he now delivers training mainly via video. He has 14 books with international publishers and runs two successful YouTube channels. He is also the founder of OnlinePMCourses.com

Leave a Reply

Your email address will not be published. Required fields are marked

{"email":"Email address invalid","url":"Website address invalid","required":"Required field missing"}

Never miss a good story!

 Subscribe to our newsletter to keep up with the latest trends!