How many times have we heard people say we need to sell more?
Sometimes, managers consider increasing the sales force, training it better, lowering prices, designing innovative promotions, etc.
Few times, however, do they analyze the variables that will actually help them sell more and more profitably. For example, it is important to think about the stage of the product life cycle and the required seller profile.
People have personalities and qualities that buyers must adapt to. Assigning a vendor with suitable characteristics to the buyer is the first step in improving sales and ensuring a lasting relationship with the customer.
At Norris & Elliott we develop successful salespeople, who cover three edges:
- seller's profile
- product or business life cycle
- buyer's profile