Skip to main content

5 Questions to Sales Success

To sell well in any market, the key is to ask and answer 5 questions well.  The 5 questions lead from one to the other.  Note that in this fast-paced business climate, you must be ready to be wrong and don't defend your answers if you think they're wrong.  Change your answers fast by taking the right action and you'll be on the road to success. The 5 Questions are:
  1. What is your Specialisation?  Type of customer? Product or service?  Geographical area?  For us, we provide effective training on sales and management for companies in Singapore and the region. 
  2. Differentiation: How are your products and services different from others?  In what ways they are superior?  For us, our training programs focus on easy to remember key points and practical issues.  In fact we don't train but coach people in our courses, leading to participants feeling their burden relieved. 
  3. Segmentation: What are your very best customers, the ones that appreciate your areas of specialisation and differentiation?  Can you describe them in details like size, income and demographics?  For us, our best clients are those that want to apply immediately what they learn, and they are usually companies with less bureaucracy and more pro-active.  
  4. Concentration: What can you do to focus all your marketing communication and sales efforts to serve your best potential customers?  To us, it is through daily articles at our blog (www.AndyNgTrainer.blogspot.sg) and weekly e-newsletters. 
  5. Positioning: What words do you want people to use when they talk about you?  How are you positioned in their minds?  Is your name the first one they recall when they think of your products and services?  For us, they recall us easily as our articles always reach their emails week in week out. 
By Andy Ng, Chief Trainer at Asia Trainers.  For those that want to get a headstart in their sales, come for Successful Selling Strategies, Selling Ice to the Eskimos, Winning Sales Strategies, Sales Success System and Sales Power. Details of the course are found here.   Related articles:

  1. Newest management technique: Transformational Leadership
  2. The oldest yet most effective sales tactic
  3. Be a Make a Difference Salesperson
Labels:

Comments

Post a Comment

Popular posts from this blog

If Not You, Who Else?

I learnt this very powerful 5-word phrase from Singapore's highest ever box-office movie ever: "Ah Boys to Men II". In one scene, the recruits were about to start their 3-day field camp.  Their Officer-in-Command asked them, "Before we moved out, anybody not feeling well?"  All the soldiers replied loudly, "No Sir!!!" "Gentlemen", continued the Officer, "Every time the training gets tougher, one thought comes to your mind, 'Why Must I Serve National Service?' "My answer to you is, 'If Not You, Then Who Else?'" Wow!  What a powerful phrase!  If Not You, Who Else may mean: You are the most suitable person, and we can't find anyone better than you.  This is appreciation at the highest level How can you push this responsibility to someone else? I am making a request to you specifically, please don't reject my request Can you find me another person more suitable than you? Please refer me anot...
Post a Comment
Read more

No More Panting Since Changing My Mobile Number: Mobile Numergology Power

1 comment
Read more

How I Became a Fortune Teller: Leveraging NLP, Fear and Greed, and Motivational Theories

Becoming a fortune teller wasn’t part of my childhood dreams. It started as an experiment, fueled by my curiosity about human behavior and the subtle forces that drive our decisions. Over time, what began as a study of psychology and human interaction evolved into an unexpected career—one where I use the tools of NLP (Neuro-Linguistic Programming), the primal drivers of fear and greed, and motivational theories to help people uncover their paths. The First Step: Understanding the Human Psyche I was always fascinated by why people do what they do. During my university years, I studied psychology, particularly the works of Abraham Maslow, B.F. Skinner, and Victor Vroom. Their theories provided insights into motivation, reinforcement, and decision-making. But I wanted to move beyond the academic realm and see how these theories worked in real life. Around this time, I discovered NLP (Neuro-Linguistic Programming). This framework for understanding communication and behavior is based on the...
Post a Comment
Read more