5 Steps to Successful Selling

Saturday, April 04, 2009
posted by Matt Wisniewski and filed under Tips & Advice

Step 1:Know your target market

What many sales and business people fail to do is to clearly identify who their target market is. They feel that “everybody is a prospect”. Even though your product may very well be usable by “everybody” or every company, not everybody has the ability to make the buying decision. So, in order to create a successful selling environment, you must know the demographics of your decision maker(s).

Is the final decision made at the C-Level? VP? HR? Facilities Manager? Husband? Wife? Is there only one decision maker, or are there multiple? If multiple, what specific benefits will each one look for from your product or service?

Just remember that for every buying decision there are four buying roles that will be played:

The Fiscal Buyer – person that writes the check
The Practical Buyer – the person that looks for all of the technicalities as to how well your product or service solves their specific challenge
The Consumer Buyer – the person, or persons, that will use your product or service.
The Coach – the person that coaches you through the sales process of the others. These can be all one person, they can be a committee of people or anything in between, but every role will be played in every sale. Let’s break each role down and also discuss why it is important to get each one’s buy-in in order to make the sale.

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