Get Up & Go!® by Wyndham

Strategic Selling

by Todd Mittleman

The most popular strategic selling used by top businesses today follow the same 5 basic principles of business.

1. Prospect for new customers
2. Motivate people to buy
3. Influence the buying decision
4. Close the sale
5. Retain existing customers

Step one of strategic selling is finding the customer. Clearly define who your customer is to get a good picture of your business' target market and then reach out to them through a variety of channels.

Once you are able to attract the prospect to your product or service, you need to motivate them to buy. This is done through showcasing your product or service and running through the basics of what makes your product better than your competition's.

But motivating your prospect may not be enough.

Influencing your prospect's buying decision is the most important piece of the sales process. Look at what barriers lay between your prospect and the sale and turn the obsticles into strategic selling points. A great way to help influence your prospect's buying decision is by increaseing the perceived value of the product or service you are selling. This can be done by using GetUp&Go's travel incentives.

If you have successfully attracted the right prospect, turned their obsticles into strategic selling points, and influenced their buying decision, you have made closing the sale the easiest part of selling. Be direct and call for the desired action. This applies to your website as well as in your store. Tell your prospect what it is you want them to do next and turn that prospect into a customer!

It's been said several times before, which makes it a vital part of your selling strategy, that it takes much more effort and expense to gain a new customer than to retain an existing one. Don't overlook the importance of retaining a good customer. Reach out to this customer base to increase your sales.

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