Identifying New Opportunities

 Below is what is presently the most common complaint amongst Sales Personnel;

"It's very hard to sell our products because most companies are selling the same thing, and people want to keep hold of their money."

I agree. The current economic environment is challenging to say the least.

This week we will look at four ways in which you can get your prospects to choose you, rather than your competitors.

1. Identifying New Opportunities

2. Relationships

3. Focus

4. Brand and Additional Value

Identifying New Opportunities

Periods of economic uncertainty such as the one we are presently facing in Nigeria can often be the best time for spotting New Opportunities. When money is flowing, people will often spend without thinking too much. But when times are tough and uncertain, people think a lot more before spending their hard earned cash.

So if all your competitors are doing the same thing, then talk less and listen more when you next visit a prospect or client.

Forget about making the perfect pitch. The worst kind of Sales person is the one that talks too much.

Listen to their problems and what they desire. By so doing you are very likely to figure out how to tailor a product / service to their needs. ‎

The best sales people are the best listeners. That's why a meeting with them is less like listening to a pitch, and more like a conversation.