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Sales involves all the actions taken to convert potential customers into buying ones by getting an agreement or contract. The sales process depends on the type of sale you have and in this video we’ll take a look at what steps we can take to ensure constant success.
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0:00
In the last stage, we went over the
different marketing activities we
0:04
can undertake to bring customers to our
front door.
0:08
In addition to that however, we also need
to do some direct selling to
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get the product into our customer's hands
and bring in revenue.
0:15
In this series, we're going to learn about
sales, and
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how we can start selling our product.
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But first, what is sales?
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Sales goes hand-in-hand with marketing,
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and it involves everything you need to do
to convert those
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potential customers into buying ones by
getting an agreement or a contract.
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Without sales, your company won't last
long.
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Like marketing, sales is not a one
solution fits all activity.
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In fact, your approach to selling depends
on the type of sale.
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There's B2B, or business to business
sales, B2C, business to consumer,
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B2G, business to government, and even
consumer to consumer, or C2C.
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Sales strategies and
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tactics really depend on which of these
types of sales you are undertaking.
1:00
For example, with B2C sales,
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your strategy might be to appeal to the
emotions, wants and needs of the consumer.
1:07
But with B2B, you probably want to focus
on cost benefits, advantages and so on.
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When you sell, there are certain steps you
can take to ensure success.
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First off, you make the initial contact
with the potential customer or prospect.
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This step is also called prospecting.
1:28
Next, you plan out the sales process and
the materials you need to make the sale.
1:31
Once you have that ready,
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then you approach your prospect, which
involves getting in touch with them.
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This step will lead to certain information
about the prospect that you can assess and
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analyze to get a better understanding of
their wants and needs.
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You then make your presentation based on
the collection of information
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about their needs.
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This is where you sell your product.
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If everything goes according to plan, and
you sell your product or
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service, that's great.
2:00
But if they don't want to buy from you,
the next step is to listen to
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their objections, and to respond to them
without sounding defensive or pushy.
2:06
If you convince them to buy,
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well then you get a commitment from the
prospect, who is now a buyer.
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Once you have made the sale,
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you follow up with a customer with
post-sale services and support.
2:18
That is the sales process in a nutshell.
2:23
Having a scripted process like this
reduces the uncertainity involved in
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the process, and thereby the risk that you
won't be able to make the sale.
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Sales is not just about relaying facts and
expecting your prospect to buy.
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It is also about understanding the needs,
wants and desires of your target audience,
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the ability to listen, and relate to your
customer.
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For someone inexperienced, sales can be
very hard to get into.
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But don't worry, we'll go over each step
together, and with time and
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effort you will get good at it.
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