The correct organization, management, and exploitation, of your territory (also called patch) is one of the key sales skills. It ranks right up there along with your soft skills, your relationship building, and your discovery or qualification. Territory management is as much an art as it is a science, and is best learned through practice. In order to guide this, you'll need a strategic context and framework to work from. Here, I hope to provide you with both, albeit in a high-level form, in the technique of clustering.
Lots of articles tell you how to gain a prospect’s interest. Many will include tricks and tips, and many are just plain wrong. There are many ways to gain the interest of a prospect, not least of which is simply because your product is interesting. There are also some sure-fire ways to lose that interest, and they usually have to do with you. Here are the three best ways to lose a prospect’s interest.
Positioning is where salespeople often fall flat; they are able to discover needs and qualify those, and then choose to stick only to a feature and function list when attempting to differentiate their product from all the others on the market. Here are three approaches that aim to change that and get you positioning like a pro. Feel free to print out the illustration and stick it on your cubicle, wall, or wherever else you like.
The most common thing you hear in sales is “no.” Sure, it can be sugar-coated and turned into a more palatable, more polite message. However, at the end of the day, it’s all the same thing: rejection. Salespeople, whatever field they’re active in, must all be equipped to handle rejection regularly and in all its forms. The greatest lack in sales training is often the avoidance of any discussion of this (beyond simple questions during the interview), as well as the absence of any kind of tools to deal with it. While I’m no expert, I have been on the receiving end of this for some time, and thus I’d like to provide my humble two cents on how to avoid taking rejection personally.
Establishing rapport is always seen as some kind of dark art by sales beginners and professionals alike. In reality it’s fairly easy to do. Here’s a nice illustration showing you 8 keys to establishing rapport. Feel free to print it out and stick it on your cubicle, wall, or wherever else you like.