If you are setting up a business, certain recommendations regarding sales techniques may not work for you. For example, it's impossible to use testimonials from loyal customers. Or a commission system is likely to be differently in starting businesses compared to large, well-established ventures. Let's look at some differences in detail:
- In the early stage of doing business, it is the best when selling is performed by the founder himself. The country needs to get to the greatest extent possible, feedback from clients, according to their needs and adapt product along with differentiated from the competition.
- Too experienced sales people will expect a secretary plus high commissions. Look for those who want to get a chance to get to the next level, to really achieve something. They definitely need a talent to sell.
- As you grow, you will need more and more sales men who are oriented not only on selling but also on the entire process, including the cultivation of customer loyalty. You may create a special team of internal sales people, who will respond to querries in-house. Another group will meet customers face-to-face.
- As soon as possible, you should also initiate marketing support, the task of which is sufficiently "arm" the sales staff. Marketing will create presentations, calculate ROI, analyze competition, etc. They will also help them to find and correctly address the target group.
In start-ups as well as in large companies, the success in sales is mainly a question of good listening and reacting rather than just talking.
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