Sales Strategy

Winning in sales is a lot like winning at the game of chess. Lots of sales people play to take pieces. The best play for check and mate, right from their very first move, and every move after that, until they inevitably win. But how?

It's amazing how many businesses don't even know what game they are playing. Even though they can't clearly articulate it, they send their sales force out into the field and expect them to … do what exactly?

What is your USP? And we don't mean your 'Unique Selling Proposition'! We mean, what is your 'Ultimate Strategic Position'? If you don't know the answer to this question, neither will your customers, your staff, or your prospective customers.

How will you or your staff decide what moves to make, if you or they are not clear about your ultimate intentions. Your people will say whatever comes into their heads as they react to questions, rather than influencing decisions.

Sales strategy is actually not about 'selling', it is about 'buying'. It's all about the buyer, your ability to understand their needs, and to influence them to decide in favour of your offering over those of your competitors, because you give them sufficient reason and motivation to appreciate and decide that your offering is the best solution to their needs and wants.

How will you shape a buyers decision criteria if you haven't got the story straight in your own mind?

When you sell strategically, you become the only choice your buyer can make. Check, and mate!  And then they'll thank you for it.

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