Sales Strategy
For Small Businesses

Use Customer-Oriented Selling Approach—By Constructing Agreement

Phase One: Establish Rapport with Customer—By agreeing to discuss what the customer wants to achieve.

Phase Two: Determine Customer Objective and Situational Factors—By agreeing on what the customer wants to achieve and those factors in the environment that will influence these results.

Phase Three: Recommend a Customer Action Plan—By agreeing that using your product/ service will indeed achieve what customer wants.

Phase Four: Obtaining Customer Commitment—By agreeing that the customer will acquire your product/service.

Emphasize Customer Advantage

Must be Read: When a competitive advantage can not be demonstrated, it will not translate into a benefit.

Must be Important to the Customer: When the perception of competitive advantage varies between supplier and customer, the customer wins.

Must be Specific: When a competitive advantage lacks specificity, it translates into mere puffery and is ignored.

Must be Promotable: When a competitive advantage is proven, it is essential that your customer know it, lest it not exist at all.

Learn More About Sales in the Getting Started Area.

Previous Page