The Importance of Strategy in SalesJul 28, 2022
Here’s a mindset that I think a lot of those who are newer to sales may be able to relate to. Picture this—you’re in the position where you’re ready to dive into sales, and without putting in too much thought, your attitude is to just go out, start selling and hope for the best.
Or, you’ve read all your information and feel like you’re ready to go sell. If you have this mindset when it comes to sales, you’ve got it all wrong.
The missing piece of the puzzle is strategizing. It’s taking that extra measure to make sure that you have all the information you could possibly need (and then some,) before you sell.
What does strategizing look like in sales?
Just as you would approach starting a new relationship with someone, you get to know details about them before making the decision to move forward in the relationship. The same exact thing goes for sales.
Strategizing in sales could be as simple as taking pen to paper, spreading things out on your desk and thoroughly reviewing all the information you have about your client. It’s all about making sure that you’re doing everything, and have everything that you need to fully understand your customer.
How to strategize in sales
The core component to strategizing in sales is doing your research. Some examples of things to research about your clients include:
- Their buying power
- Their competitors
- Their previous relationships with anyone in your company or organization
- Their previous relationships with other coaches
To take things a step further, you can even add a bit of interviewing to the mix. Have thorough conversations with people both inside and outside of your organization within that place that you’re trying to sell so that you truly understand that individual.
It’s important to remember that if you truly wanna make a huge impact in your sales, you’re going to have to do your homework and strategize. When you take this step, you’ll notice a lot of benefits come from it.
The impact of strategizing
Aside from getting you closer to closing a sale, strategizing can have a positive impact on your clients and potential relationships with clients in the future.
When you go into a sales call and have as much information as you possibly can, there’s a less likely chance that you’ll stumble or get tripped up over your pitch.
It can actually serve you a lot better and give you the extra confidence boost that you need when you know that you’re equipped with the information that you need.
Lastly, another great part of strategizing is the impact that it can have on your client.
When you’ve really taken the extra time to get to know your clients’ business, lifestyle, and how they work, they’re going to be impressed and feel a stronger, quicker connection to you compared to someone else who is unprepared.
At the end of the day, this step can go a very long way and can take you even further in your sales journey.
Start giving this a try and be sure to share with me about how it works!
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