A Roadmap to Sales Success

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”Let me see if I understand you correctly: your livelihood depends upon your sales efforts – and you don’t like to do it. Is that right?” – Anon
Vol. 1 No. 1 September, 2003 INAUGURAL EDITION!!!		Feel free to pass this along if it can help others.

About the “Roadmap …”

Each issue of the “Roadmap to Sales Success” will contain items of interest to the business (especially the sales) community.

In addition, each issue will also feature one in a series of “progressive” articles to help you through the “Sales Cycle.” Following is the schedule:

No. 1	-	“The Importance of Sales/Salespeople”
No. 2	-	“Understanding Your Offering/Your Market”
No. 3	-	“Reaching Your Decision - Makers”
No. 4	-	“Things to Say When You Do Make Contact”
No. 5	-	“Offering Your Offering - in the Best Light”
No. 6	-	“Handling Obstacles/Objections/Concerns”
No. 7	-	“Closing a Sale”
No. 8	-	“Cultivating Lasting Relationships”
No. 9	-	“Networking for Results”
No. 10	-	“Importance/Use of a Customer Data Base”

This Month’s Sales Tips …

“You can't lose what you don't have." (Ask for the Order!!) -- Joyce’s Law #17

“You are not just closing a sale but opening a relationship." -- Arnold Sanow, MBA, CSP (5 Steps for Keeping Customers for Life)

Upcoming Events involving Sales Partners:

9/09/2003	-	TASP Luncheon Speaker
9/12/2003	-	Cary Chamber Luncheon Speaker
9/17/2003	-	Apex Chamber Luncheon Speaker
10/02/2003	-	Wake Tech Sales Class Starts
10/14/2003	-	Wake Tech Seminar
10/29/2003	-	Cary Chamber Expo Speaker

Please see:
http://www.salespartnersinc.com for details

THE IMPORTANCE OF SALES/SALESPEOPLE - - Vol. 1 No. 1 - - September 1, 2003

“Nothing happens until a sale is made.” – Unk.

The very finest systems, procedures and methodologies don’t mean much unless there is some revenue to account (and/or some way to pay) for them. For any endeavor to be successful, the “offerings” (services/products, or your own ideas) must get in front of the right person.

How? The sales effort is where “offerings” are moved from inception to “market.”

“Oldest Profession”?
Let’s face it: if the serpent hadn’t tempted Eve with the BENEFIT of eating that apple, i.e., God-like Knowledge, she might not have succumbed - and you thought something other than sales was the “oldest profession”?

Unfortunately, many people still put sales/salespeople in the same category as that other “oldest profession.”

This despite the fact that the best products/services/ideas don’t mean much without “customers.” And who usually finds those customers? That’s right - the salespeople!

Current state of sales
In today’s world, there are more companies with more offerings trying to reach better - educated buyers with broader means of getting their attention than ever before - Internet, e-mail, cell phones, “traditional” media, etc. A hermit with a computer and a phone and an Internet connection can blanket the globe with information in seconds.

This means it’s getting harder and harder to get/keep buyers’ attention.

Specialized buyers need specialist salespeople - or salespeople with special skills.

After all, who are you/your company depending on to not only “bring home the bacon” but also:

Keep you posted on the latest breakthroughs
Ensure that your image is what you want it to be
Feedback information on competitors
Keep your/your company’s name in front of your “market”
And MORE!

“Sales is the only department that contributes to revenue.
Everything else contributes to expense!” – Unk.

Next issue:
Be on the lookout for next issue of “Roadmap …” where the topic will be: “Understanding Your Offering/Your Market”

Until then, Good Selling!!


Helpful Hints: If you like great food, try an exciting new restaurant in the South Glenwood (Raleigh) strip: The Cockeyed Chef. If you need help promoting your company’s brand or image, talk with The Hummingbird Creative Group. http://www.hummingbirddesigns.com/ To learn about the Technology scene in the Triangle, take a look at The Triangle TechJournal. http://www.triangletechjournal.com/ And, of course, to improve your sales situation, please see: SALES PARTNERS, INC. ^SM http://www.salespartnersinc.com/		About Sales Partners, Inc. ^SM … SALES PARTNERS, INC. ^SM (through it subsidiaries SALES CONSULTING, INC. ^SM and SALES TRAINING, INC. ^SM and its strategic alliances) provides targeted and prescriptive training and consulting to companies, groups, and individuals; to help them improve customer satisfaction, increase revenue, and enhance sales productivity. For questions or comments, please send an e-mail to info@salestraininginc.com Subscribe to the “Roadmap …”