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Honest to Goodness Sales and Marketing

The best sales and marketing happens when you are honest.

Here are the top 3 reasons why you should make sure you are meticulously principled in all of your sales and marketing activities:

1) Passion

People marvel at how the gifted sales or marketing professional effortlessly communicates benefits and value while spellbinding customers and compelling them to act. Imagine a bottled up monster inside of you and every other top sales and marketing professional, a monster that just wants to leap out of you and make your customer listen to what you are saying. Why? Because it is that good. Why? Because you know that your product or service is going to help your customer immeasurably. Why? Because you have been principled in all of your communications and dealings with them.

Principles lead to power, inner power. The power of conviction and of doing what is right will always overcoming the willy-nilly and wishy-washiness of secret agendas, distorted sales and marketing and seeking to mislead customers even in the slightest. Just don’t do it. It doesn’t work. If you do it, stop it. Change and let real success come into your life, success that is built and bred on honesty and fair play and creates a snowball of business that will grow and grow until it grows out of control. Start by telling the truth and making sure the customers knows exactly what they are getting.

2) Credibility

If you are a proverbial “snake oil” salesman – and I don’t know what that means either although I am sure you have heard that expression too! – then don’t worry about this one. If you sell a low-cost commodity in a transactional sale where you will probably never see your customer again then you can pass this bit of advice over. If you are more interested in “one offs” than establishing long-term relationships then skip this and read ahead. This point does not apply to a hawker in a crowded bazaar or a fly-by-night spammer on the Internet for that matter.

However, if you are interested in establishing real and long-term relationships with people in general and your customers specially then read on. There are 3 keys to a business relationship from a customer perspective and these are price, need and trust. The first 2 lie in the hands of the customer more or less but the last depends in a big way on you. Be honest so that your customers learn to trust you. Do what you say, be predictable and forthright. If you find yourself starting to play mind games then stop. It is not worth it. You don’t want that and neither does your customer.

3) Karma

What goes around comes around. You’ve heard that, haven’t you? Do you believe it? Well, chances are that you have experienced it in real life, not once but many times. All great religions speak of the law of sowing and reaping and most every successful person falls back on this as one of the cardinal rules of getting ahead in life. Perhaps you are not into “psycho-spiritual” mumbo-jumbo but here is a thought: why not give it a try? Why? Because it is the right thing to do. Why? Well, why not? From a practical perspective people – your customer included – are more likely to treat you right if you treat them right, right?

The parable of an enterprise built on good values is like a building made on a solid foundation. Examples of “shoddy workmanship” abound in the world of building and architecture as well as every other human endeavor. You will find countless people “shooting for the top” who are too busy to “cross their t’s” and “dot their i’s” along they way. Donald Trump once said that when he sees a car dealership with dirty cars he sees a loser. Think about it: if you run your sales and marketing activities in a haphazard fashion without integrity and honesty, how can you expect to build a world class enterprise? Sure, it is sometimes harder but in the long terms it is much easier, trust me.

The little things sometimes pay the biggest rewards so be unscrupulously scrupulous always!

Five Questions to Ask When Considering a New Sales and Marketing Strategy

Establishing a new marketing strategy is a difficult undertaking for any sales and marketing professional. There are so many things to consider and so many people who will be impacted by the decision. Even minor changes in marketing and sales strategy will be noticed by the lowest level employees, current clients, and prospects. Here are five of the most important questions to ask when you are considering a new direction in your sales and marketing efforts.

1) How will it affect what we are currently doing? Your current practices have led you to where you are and a change is likely to have an impact on the foundation you have established. Will the change allow you to build on your success?

2) How risky is changing? The potential rewards of the change must be reasonably attained. Is the reward measurable? Is the risk limited and easy to overcome if mistakes are made? What needs to be done to reduce the risk involved?

3) What do we get out of it? If all goes well, what are the expected gains? Who comes out the winner? Does anyone lose?

4) Whose feathers will get ruffled? Some employees and executives are sure to have a greater stake in the change than others. If certain people have a vested interest in opposing the change because it would mean a loss in power or income, is the cost of possibly losing them worth it?

5) How will the competition react? You probably have your finger on the collective pulse of your competition. They are sure to pick up on a significant move for market share. How will they react?

If it is time to make a change in your business, consider the above questions before coming to a definitive conclusion.

Sales and Marketing Training – 4 Amazing and Powerful Ways to Improve Your Trainings

This article is for those in-house sales and marketing trainers who are tasked to improve the sales of their organization’s sales teams. Here’s how you can make your trainings more effective and more impacting:

1. Assess the current sales process. Review this process that is currently being used by your sales team. Spend some time and identify its loop holes or areas of improvements. You may get some of your sales people who can help you in these tasks. These people can help you figure out the parts of this process that are not really working.

2. First-hand experience. Sometimes, it’s really not enough to just look at the sales process. You’ll get better chances of knowing its strengths and weaknesses if you try it yourself. Consider talking to potential buyers and use the current process. Through this, you’ll easily figure out the things that you need to improve on or the things that you will need to eliminate to make the process more effective and more efficient.

3. Design your training modules. Create training modules that will teach your sales force the new and improved process. Make sure that you explain the reason why the process is being improved and the benefits that it can offer.

4. Trial and error. It would also help if you can do trial and error first before you implement a new process. You can do this by using a test team. Get at least 15% of your sales force and ask them to use the new process. The success or failure of the test can help you make well-informed decisions.