Robert Suastegui is managing partner and co-founder of RM International Media, LLC. RMI generates sales leads by creating specific content marketing material such as images, articles, blogs and tweets. Suastegui has an extensive background in finance and sales, and has held numerous executive management positions in telecommunication companies.
Suastegui shares his top four keys to sales success in business.
(Photo courtesy of Robert Suastegui)
S.W.O.T. is an acronym for strengths, weaknesses, opportunities and threats. It is imperative that these four areas are completely understood by everyone in any company, not just sales. It’s usually fairly easy to recognize the strengths in your company’s products or services. These strengths will lead to opportunities. For example, if you are first-to-market with a product, this is clearly a strength. This strength should lead to new opportunities until such time that the competitive landscape catches up. Most companies fail to correctly identify their weaknesses and therefore cannot assess the threats from competitors. The sales organization has to influence others to quickly address the product or service’s weaknesses in order to defend against the competition.
The value proposition is defined as why a customer should buy a product or service from your company. It should convince your customer that your product and/or service will add more value than your competitors. In layperson terms, you need to be able to make a compelling pitch showing that you’re better than your competitors, and why.
This is the area where many salespeople fail. They spend a great deal of time pursuing opportunities that have little chance of success. In doing so, they neglect spending time on the better opportunities. Sales pipeline management is critical in opportunity management — prospecting, identification, qualification, proposal and negotiations. One of the keys to success in sales is to properly qualify new opportunities before further investments in pursuing the opportunity are made.
Assertive, dynamic, bold — these are just some of the terms used to describe successful salespeople. More importantly, they are not afraid to ask for a meeting, nor are they bashful in following up. The key message is that it’s always a good time to talk to your existing customers and to your potential customers. Staying top-of-mind and becoming a trusted partner will lead to opportunities that others will never be aware of.
This article was written by Michelle Guilbeau for Small Business Pulse