What is your unique selling point? Every business needs a reason for their customers to buy from them and not their competitors. This is called a Unique Selling Point (USP). You can identify your USP by completing the phrase ‘Customers will buy from me because my business is the only…’ Your USP can change as your business or your market changes, and you can have different USPs for different types… Read More »What is your unique selling point?

How to get sales appointments The main purpose of many sales calls is to get an appointment with a potential customer. Making a sales call can be a challenge, and you’ll develop this skill through preparation and practice. Group your list of prospects into similar business sectors. This may help you to spot any similarities in their objections, and adjust your approach accordingly. When making a call, it is normal… Read More »How to get sales appointments

Generating sales leads One of the hallmarks of a successful business is being continually on the lookout for new business. Generating leads in a proactive way will increase selling opportunities and help to keep your order book full. Mapping your territory Before you start sourcing leads, decide where you are going to base your search, and in which industries. If your product or service could be widely used, start locally… Read More »Generating sales leads

Sell into new markets One of the most radical ways to grow your market share is to move into new markets. The rewards can be significant, but the risks are higher when you contrast this with getting the most out of your existing business and customer base. Set clear goals for expansion Before you start, make sure that you have clearly defined goals – it’s essential that you set targets… Read More »Sell into new markets

The sales process Introduction The sales process follows a set of steps which, when completed successfully, give you the best possible opportunity of making a sale. The process will also assist you in building vital long-term customer relationships that help you to achieve regular orders. In turn, this will help to establish your business and provide funds for future growth. This guide takes you step-by-step through the sales process, from… Read More »The sales process

Winning new business top tips Winning new business is crucial part of business growth aspirations. Our top tips will help you make the most of new business opportunities and create sustainable growth for the future. 1. Prepare to grasp market opportunities The economy and individual market sectors are forever changing, and your business should always be on the lookout for gaps to exploit. You need to know where to find… Read More »Winning new business top tips

Sell through a commercial agent Introduction Commercial agents are intermediaries that sell your goods or services on your behalf in return for commission. Businesses usually appoint agents because they need their specialist help in reaching markets in a particular sector or geographical location. Agents can be particularly useful for new businesses that have yet to build up a substantial number of contacts or can’t yet afford to employ a dedicated… Read More »Sell through a commercial agent

Online selling To sell online successfully, the principles of traditional selling still apply. You must have a product or service that potential customers want, at a price they can afford from which you can make a profit. The final step is to make sure your potential customers know about your product or service. Online shop You need to make it as easy as possible for potential customers to find you… Read More »Online selling

Making your sales channels work together Using different sales channels – selling directly, using agents and so on – can make your business more successful. But it can also bring a number of complications. Most channels – other than face to face sales – distance you from the customer. This means communication becomes a priority. You need to make sure: the channel gets all the necessary information across – whether… Read More »Making your sales channels work together

Establishing your sales objectives To successfully bring a new product or service to market you must follow some essential steps. Study the market You should study your competitors’ marketing materials (adverts, websites etc) and identify where your product or service is similar and where it is not. You will then be able to assess if customers are likely to buy from your or your competitors. See understand your competitors. This… Read More »Establishing your sales objectives