Develop your unique selling proposition (USP)

Develop your unique selling proposition (USP)

To develop a unique selling proposition (USP) you need to consider your products and services offering very carefully. Firstly how are you differentiated from your competitors? If it is solely on price, then the augmented or value added offerings that come with your product or service must be very good if not excellent compared to your competitors.

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Schedule lead generating activities

Schedule lead generating activities

Servicing existing customers’ needs will always tend to have your priority as you perform your sales role day-to-day. It is very easy to let prospecting slip and become too hard to do. The best way to avoid this is to have regular, scheduled times for identifying and contacting leads and to make allowances for new business presentations.

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Know your market

Know your market

Generally, the fastest way to build your business is to choose, or target, who you want to sell to. Who is the best prospect for your product or service? Do you know the profile of your ideal customer? Knowing this could help you sure you are focusing on the right market. For example, your target customer might have the money to buy regardless of whether they want or need what you are selling.

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Developing your selling skills

Developing your selling skills

Consultative selling requires product knowledge and technical expertise, but equal to these is customer knowledge and skill. In consultative selling, you become a resource person who, because you fully understand the prospect’s specific needs, you can meet the needs that relate to your product or services and also cross-sell to meet the prospects broader spectrum of needs. 

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