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Commodity sales prospecting - how to stand out from your competitors - sales-management


I have customary a add up to of needs for assistance from salespeople and sales managers that sell "commodity" foodstuffs and services. When I refer to commodities, I don't just mean pork bellies or frozen concentrated ginger juice. A commodity is any creation or advantage where the aim dig is possible to be thinking:

"I get contacted by (X) salespeople a day that sell (whatever they perceive your effect or assistance to be). Why must I spend any of my time with you?"

How can salespeople dig lucratively if their aim at prospects see them as just one of many doable (and all but identical) sources for a effect or service?

The key challenge when prospecting in a crowded field is discovery some way to capture an adequate amount of a prospect's consideration to assure them to meet with you. This all-important first assembly is the first point for construction a relationship, which in turn is a crucial building block of accomplishment in "commodity" sales. Here are four strategies that will help you win more of these hard to get hold of first meetings:

1. Write and allocate Exclusive Reports.

What exclusive arrive could you write that would be beneficial to your aim prospects? Conduct the crucial research, write the report, make sure your name is highlighted on the cover page, and get the bang into your prospect's hands.

What is the value of a distinctive bang that you have authored? Think about it -- How many of your competitors have authored a exceptional report? Do you think authoring a elite arrive might construct the consciousness of hefty or abnormal expertise? Do you think it might become more intense your credibility with your aim at prospects?

2. Cede Affair Appeal Seminars.

Seminars are a further great way to build credibility and initiate relationships. To be effective, they need to attend to subjects (ideally, evils or frustrations that your ballet company solves) that your aim prospects exceedingly care about. You and your business can offer these seminars on your own or in business with suppliers or other (non-competing) companies that wish to pursue the same aim at prospects.

3. Build relationships with other salespeople that sell to your aim at prospects.

What other food and army do your aim at prospects buy? Which companies bestow those crop and services? Who are the salespeople for those companies?

Look to ascertain mutually beneficial relationships with salespeople from non-competing companies where you can refer prospects to each other. Your sensation rate for booking appointments from referrals be supposed to be much advanced than your sensation rate with cold calls.

4. Learn from booming salespeople in your circle that have "cracked the code".

You don't have to re-invent the wheel. Ask the lucrative salespeople in your band to lunch or dinner. Use your time all together to pick their brains by asking them the subsequent questions:

  • How did they attain success?
  • What are their beloved prospecting techniques?
  • If they are at a stage where they are focusing only on servicing offered accounts, how did they firstly initiate their relationships with these accounts?
After the meeting, think about what they said and come to a decision which of the not compulsory prospecting approaches might fit well with your own talents and interests.


The key challenge when prospecting for "commodity" effect or ceremony sales opportunities is capturing a sufficient amount of your prospect's interest to convert them to meet with you. This commentary optional four strategies to help you win more of these indescribable first meetings.

Copyright 2005 -- Alan Rigg

Sales carrying out knowledgeable Alan Rigg is the biographer of How to Beat the 80/20 Rule in Selling: Why Most Salespeople Don't Achieve and What to Do About It. To learn more about his book and sign up for more FREE sales and sales management tips, visit http://www. 8020performance. com.


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