Sales Strategy & Sales Skills
Sales Strategy & Sales Skills: A sale is a transaction or an act of selling between two or more parties. The buyer receives tangible or intangible goods, services, or assets in exchange for money. Sales consists of two components (1) the activity involving a transaction working after a sale has been negotiated and (2) a documented plan for positioning and selling your product or service to qualified buyers in a way that differentiates your solution from your competitors (Cook and Hababou, 2011).
Marketing & Sales are very closely related. It might be helpful to think of sales strategy & selling skills as what happens once an individual shows interest. As soon as there is room for 2 way communication, or you have successfully gained the interest of someone. Specifically for the purpose of doing a deal. Internally we've labelled this critical success factor simply "sales". However to better help you, we expanded to 'sales strategy & sales skills'. In truth a sales strategy does involve certain skills. Needs-satisfaction selling is different from Consultative selling. Each is a unique strategy. With it come uniquely required skills. Adaptive selling is another one where you could argue all day - is this a skill or a strategy? We say they're both. A well match sales strategy done poorly will result in poor results. A poorly matched sales strategy done well will also give poor results. You need both sales skills & sales strategy.
Some would argue you cannot 'sell' anyone anything. You really need to help them discover their own reasons to buy, buy from you and why act now.
There are ethical and unethical means of generating sales. Which work best? When?
These are important questions. Not all situations are alike. Checkout our podcast interviews to learn more.
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