Assuming you have done your research and discovered that the suspect may have a need for your product or service, how do you get past the admin? Most sales reps treat the art of selling like fishing with a single rod, they make contact with the most senior person in the organization and start pitching the products. They treat the poor executive assistants unprofessionally instead of trying to make friends with the gate keepers.
A business model is the rationale of your business organization. It shows how your company creates, delivers and captures different forms of values-economic, social etc.
The business model presents core aspects of business-purpose, offering, strategies, infrastructure, organizational structures, trading practices, operational processes and policies. All successful ventures need a clear business model, and any qualified investor will want to see it before making an investment.
In the past few months we have consulted with many new business owners, doctors, dentists, mechanics, restaurant owners, etc. One common theme we find among all new business owners is that, after couple of months, they check the rating for their business online and are disheartened to find out that the practice they just bought has a horrible rating on various review sites. In some cases bad business reviews are posted by direct competitors in the market. In other cases new owners did not bother to check the business reviews online when they made the business purchase, and only find disgruntled customer reviews and testimonials after the fact.
During the last few days of the quarter most sales reps completely forget about prospecting and are focused on closing the few deals that they have in the pipeline. In order to meet revenue forecasts and numbers, management is forced to provide steep discounts and give away the product in order to attain revenue targets. At the end of the quarter when all discounts have been exhausted, management discovers that the discounted deal will not be closed and has been pushed out to the following quarter.
My morning prayer “God please help me keep my big mouth shut before I know what I am talking about.” Amen.
My first job in sales was working at a computer store in the Silicon Valley called Computer Attic. Without …