Last week I received the most recent edition of the Harvard Business Review. The cover article and the theme of the issue was “Smarter Selling”. How timely for me as I have lately been focused on the strategy of selling. I thought it would be nice to share my favorite articles and a brief analysis/intro with everyone.
The articles below cover a cross-section of all aspects of selling with a little marketing thrown in. While these articles are mainly focused on B2B, I think ALL the information can be applied to traditional B2C selling and traditional retail environments.
Enjoy the reading:
The End of Solution Sales – I love reading about disruptive ideas. This article turns sales 101 on its side and focuses on how sales people need to provide VALUE, not selling a solution or service.
Tweet Me, Friend Me, Make Me Buy – I have talked A LOT about referrals being the best form of marketing/advertising. Social Networking is making this even more of a reality.
Strategies for Answering Your Customers’ Toughest Questions – In closing that sale, it is sometimes how you handle the unexpected questions (as opposed to your prepared answers) that seal the deal.
Make the Most of Your Sales Call – One of my main themes when speaking or writing is “VALUE”. I usually talk about this in terms of product. This article focuses on how to add “value” whenever making a sales call.
Four Secrets to Selling More – Another article that turns sales 101 on its side. Think “out of the box” to increase revenues.
How to Close a Sales Call – Our company has been selling eyewear for 85+ years and in this difficult economic period we know “closing” new business is harder than ever. Here are some good tips for those on the road that apply to a traditional retail environment.
Let Your Customers Persuade Themselves – I have written recently that the best way to “sell” something is to educate the consumer as opposed to “selling them”. Consumers do not want to be sold. They want to make educated decisions. This article reinforces the belief that consumers or any “buyer” needs to sell themselves, not “be sold”.
Using Smell to Sell – here is a great illustration of the importance of finding your competitive advantage and using it to stand out from the crowd.