The following article; Sales Strategy Creates A Competitive Advantage by Darrell Zarhorsky found on About.com is a great follow up to my post: Stop The Cold Calling Sweats.
He suggests the strategy that starts by identifying a segment of your target market and then searches out an industry problem. Once the problem is identified you create a solution that is not offered by your competition. This becomes your Unique Selling Proposition.
This makes calling for appointments with prospects and existing clients much easier as you have a solution to their problem.
Stop your Searching! If you want one place to go and gather information that is relevant to a Small or Medium size business owner or you're considering getting into your own business then this Blog will be your greatest resource. Your "One Stop Shop" for SMB information. Ray MacNeil, MSCC - MacNeil Sales Consulting and Contracting: Direct Message me for a free Confidential and Unique Franchise Fit Evaluation.
Friday, June 15, 2007
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