Identifying what sets you apart
Identifying what sets you apart from other solution providers. Buyers have more choices available to them now than ever before, so what sets you apart from other solution providers? Perhaps you’re the oldest and largest business in your industry. You could have the biggest selection available. Maybe you offer the lowest price guaranteed. Or the .. read more
Studying companies that sell similar products
Studying companies that sell similar products to help you determine if they have a competitive advantage or disadvantage. Your competition has a strong influence on your sales strategy. In fact, acquiring knowledge about your competitors can actually help develop and increase your overall product knowledge. Prospects often ask about competing businesses, so your answers to .. read more
Becoming familiar with your products
Becoming totally familiar with the products you sell and clearly communicating the features and benefits. There’s good news and bad news. I’ll start with the bad news. Buyers have more choices available to them now than ever before. And those choices complicate the buying process. Now the good news. Becoming a product expert will simplify .. read more
Organizing prospecting information
Have a tool for organizing prospecting information. Information must be recorded systematically. A lasting business relationship is based on a strong personal relationship between you and your customer. If the prospect is an individual, become familiar with the correct pronunciation and spelling of their name, age, experience base, educational background, family status, special interests and .. read more
Identifying ways to reach customers
Identify the top-3 ways of consistently reaching a large number of your ideal target customer. After having done your niche-detecting and identifying your ideal target customer it naturally becomes easier to develop a strategy to reach them. Success in prospecting requires a systematic process of locating potential customers which includes: (1) increasing the number of .. read more
Understanding the decision-making process
Understand how the decision-making process (and buying criteria) differs between B2C and B2B customers. Are you selling to businesses or individual consumers? If you don’t think it makes a difference, think again. There are naturally more consumers than businesses, but they purchase in lesser volume than organizations. Businesses tend to be more logical than consumers .. read more
Having conversations with prospects
Have conversations with 3 prospective customers to discover their greatest challenges, why and how they buy, whom they buy from, and what solutions they’re looking for. It’s so common for soho entrepreneurs to develop products and services they’re certain will appeal to their customers. The only problem is, they never bothered to ask their customers .. read more
Detecting your niche and qualifying leads
Accurately detecting your niche and creating a list of qualifying questions to accurately identify prospective customers. As much as you might want to believe that your products will benefit everyone, the truth is, not everyone feels the same way you do. In fact, it may only be a very small segment of the market, and .. read more
Interview on Business Insanity Talk Radio Episode #75
Tom Abbott talks with Barry Moltz from Business Insanity Talk Radio on April 2nd 2010 about the skills required to be a great sales leader.
Sales Video: Handling Objections
Tom Abbott speaking on ‘Handling Objections’ at the Enterprise Development Centre @ Singapore Malay Chamber of Commerce & Industry.
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