→ Synergistic Selling: 3 Components

 

 

Modern System Approach To Synergistic Marketing and Selling

Modern selling is a team sport, and a complex one at that. Winning at it takes discipline and structure. Making it up as you go along is a recipe for disaster... More

Features Tell, Benefits Sell

→ Emphasize the benefits of your product, not its features.

What's the difference?

Features tell, benefits sell.

→ Customer Value Proposition

For example, if you're selling a fuel efficient car, don't say "our cars consume less gasoline than conventional cars" (emphasizing the feature), say instead "you save money every time you drive this car" (emphasizing the benefit).

Selling Is Solving Problems

All businesses are selling solutions to problems.

→ Problem Solving Strategies: 4 Levels

Selling is about solving customer problems. Your prospective customers may be aware of these problems, or you can bring these problems to their attention. Your prospective customers may face these problems currently or they will face these problems as the situation and their needs change.

→ 4 Types of Problems

The most successful salespeople are the ones who find pressing customer problems, identify the customer’s priorities for solving those problems, and help customers solve them in a way that is convenient, cost effective, → innovative and timely... More

Selling by Listening

Great salespeople are great great listeners. The most critical → communication skills for anyone in the business world – managers, innovators, salespeople, and customer service specialists – is → effective listening. People don't buy what you wish to sell. They buy what they need. Selling is not happening when you are talking. Selling is happening when your prospect is talking, and you are listening actively and passionately, listening to your prospect's emotions to find the right fit... >>>

→ Empathetic Marketing

Apply 80/20 Rule

→ 80/20 Principle helps you direct your attention where the real threat of competition exists. 80% of your revenue comes from 20% of your customers. Know who your top revenue-producing customers are and make sure you meet their needs to win their loyalty. "Focusing on 20% of your customers is a great deal easier than focusing on 100% of them." Being customer centered on all your customers is impossible. "But cherishing the core 20% is both feasible and highly rewarding."³... More

 

Don't Forget About Your Existing Customers!

It costs 6-8 times more to sell to a new customer than an existing one. Yet, sales and marketing budgets of many companies are heavily weighted toward new customer acquisition. Yes, you should invest in new customers. But, you should also have distinct and specific plans for building customer loyalty... More