Be Sought After With Non Traditional Sales and Marketing Training
22 November 2008 4:58 pm Sales StrategiesThe days of the push strategy in sales and marketing training is over. To be sought after by name in the market place requires a pull strategy which only comes through non traditional sales and marketing training.
Most sales and marketing training today still focuses on the products, services, brand, etc.
Sales and marketing people are out their doing presentations and are constantly chasing customers. It is all about them, their product, service or brand!
Today’s customer demands that it be about them, not you!
Therefore sales and marketing training needs to have more of a focus on the customer – their needs and desires, their budget, their timing, etc. Customers also want to buy from experts – people who are known in the market place that they can trust. So, they seek out them out, usually by name.
Therefore for sales and marketing training to be effective, it must help people discover how to position themselves in the marketplace as an expert and be sought out. To do that is best through group interaction and discussion.
Let’s start with some simple facts – You know more about your product, services and company than I do. You also know how you can save me money, increase my performance, and can relate many other benefits to me. Now, what if you were to put these benefits down in the form of tips – The Top Ten Tips to … and get it published with your name and contact information? How would you be perceived?
What about turning it into an educational article, speaking about it in front of your target audience or conducting an educational seminar. How would you be perceived?
You can become a member in an association where your can network with prospects, or still better becoming an active member. What if your were the President of the Association, how would you be perceived?
There are many other methods in which you can be positioned as an expert, as long as you are coming from an educational and credible point of view and not a sales pitch. By doing this sort of sales and marketing activities you are multiplying your value. Where would you get the best R.O.T.I. (Return on Time Invested) – 30 minutes selling one on one, or 30 minutes educating one on one hundred?
Think about it, and think about how you would be perceived in the market place. The first method is a push yourself onto the prospect to sell, whereas the second one is pulling in prospects who want to buy. As a customer yourself, do you prefer to be sold, or to buy?
Tags: how to sell, increase sales, sales tips, goal setting worksheet
November 22nd, 2008 at 7:44 pm
I have heard so many people talking about this that I am sure it comes as no surprise to say that the best way to find jobs in a recession is to investigate jobs on employer websites:
-employers do not use recruiters in recessions because they cost money
-job boards are flooded with applicants
People just do not look for jobs on employer websites. There are thousands of employer websites in most cities and many of the job sit on there for months without applications.
This is where most of the jobs are and I found this far more effective than other means.
I started using a research jobs site called Hound that I do not think anyone knows about because it is run by a small company that does not advertise.
All Hound.com does is show you unadvertised job openings that are not publicly advertised and are located on employer websites.
Very few people realize that most employers post their job on their own sites and not on job boards like Monster, CareerBuilder, etc. because these sites charge employers up to $500 to post a single job. In my experience (I am getting more interviews that I ever have), your chances of getting interviews and hired are much better when you are applying to jobs that are not advertised that no one knows about.
I have gotten a ton of interviews through the Hound site. If you are looking for a job I would highly recommend using Hound. What most people do not realize is that most jobs are found on employer websites and not job boards. Hound puts all of the jobs it finds from employer website (every Fortune 500, Inc. 500 and other company it can locate) on its site.
When you start seeing sites advertise themselves a lot that should be a warning sign of sorts because that means that lots of people will start going and applying to the jobs. I really trust Houndbecause it does not advertise. You can find the site at http://www.hound.com
November 22nd, 2008 at 10:28 pm
[...] Another fellow blogger put an intriguing blog post on Be Sought After With Non Traditional Sales and Marketing Training …Here’s a quick excerptThe days of the push strategy in sales and marketing training is over. To be sought after by name in the market place requires a pull strategy which only comes. [...]