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For People who are Serious About Sales
Selling for Profit is about Sales. - Lots of sales! And making sure that the customer stays with you to give you lots more sales!
Wikipedia defines sales as "Acivities related to selling or the number of goods sold in a given targeted time period. The delivery of a service at a cost is also considered a sale." Wikipedia is wrong. Sales is about selling goods and services at an acceptable margin!
The question however is this: what strategy leads to an "acceptable margin"? By now we know that if you are selling on price, all you're doing is competeing in a "price-based auction" for the lowest bidder, and it's all controlled by your client. Indeed, a very dangerous place to be!
To achieve an "acceptable margin" in a sale, your client requires a fair price, high quality and above all, a value-driven relationship with the supplier. Therefore, we need salespeople that can close on the transactional sale and at the same time have a future-focussed, value-driven conversation with the client, that will bring them back for more.
In every engagement with your client, they "ask" this unspoken question of you: "What are you going to do to make my life or business easier, safer, better and more cost effective?" The supplier with the best answer to that question will get the deal. So if you are not getting the deal, why aren't you getting it?
Psychology tells us that when people “buy” a value-driven relationship, in their decision-making process price becomes the secondary consideration.
Selling for Profit takes your salespeople from a deal-driven mentality to a value-driven commercial relationship strategy.
Talk to us about the unique requirements for your sales team.
Selling for Profit does not use a "one-size-fits-all" approach. We have a sales framework into which we fit the expectations that you have of your salespeople. Get in touch with us on the contact form on the right and let's explore your unique requirements so that when we "hit the road" with your salespeople, we hit all the right "pain spots".
Please use the Contact Form below - or even better - call Mark or Hilda right now 011 609-1264