Perfecting salesforce to increase profits
Increasing revenue is the main concern of nearly every business (if not, it should be) and everyone seeks any ways to get an extra competitive edge. Another way of genearating income is to increase sales force efficiency.
John S. Rhodes takes a structural way of looking at the sales process in terms of generating sales and satisfying customers in his Blake-Mouton Sales Grid Video (18min, Flash). Everything’s explained clearly and with examples, so it is, obviousy, a gem to add to your Marketing Emperor Crown.
To me it seems like a good way to make it obvious to the business owners and the sales managers that providing value to the customer at all costs will, in fact, increase revenue.
If you simply push the product, you get low sales. If you just talk with people about their problems without mentioning the product, sales will be low as well.
However, if you focus on working for the customer and, in turn, offer your product to a customer, who you helped to solve a problem, or who can solve the problem with your product, you get a sale. Not only that. You get a loyal customer, who will advise your product to his family, friends, co-workers and others. This customer is radically different who just bought your product and forgot about your company.
So which approach do you take, “Take it or leave it” or “Problem solving”?
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