What you have to sell, for and to Whom you have to sell, in Which market, at What prices, Where you are competing?????
Acquiring knowledge about these kind of questions is the first task of a sales person.
Initially you have to find out what all collateral's and material available with you. Some of the required documents are:
Corporate Presentation, Case Studies, Company Introduction, e-mailer, letter, brochures, sales pitch and scripts,previous work demos, etc.
Also you have to collect information about your company (history, finances, management, size, policies etc. ), product or service you are going to sell, its features and benefits,competitive analysis, etc.
Another important factor is knowledge about your competitors.
This preparation will help you in proposing a much credible picture to your prospects and build trust.
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