Dimensions of Market Segmentation
When marketers are able to identify characteristics that people share
and there is a substantial enough number of such people in this group
that would seem likely to want to purchase their products, it can be
said that the marketers would ostensibly target these groups—or segments.
We call these processes market segmentation and target marketing,
respectively. The [...]
Understand the Customer’s Needs
This strategy is focused strongly on relationships that are essential to understanding the customer’s needs. Meeting the customer’s needs is the true definition of quality. A sales strategy based on this objective needs to be committed to providing the highest quality product or service possible to meet the customer’s needs. But first [...]
Covert Persuasion is about bypassing the critical factor of the human mind without the process being known to the receiver of the message. It’s about getting past both resistance and reactance. This is accomplished when one person sends a message and the message is received without significant critical thought or questioning on the part of [...]
3 Foundational Rules of Professional Sales Competence.
1) “You Must Be Personally Accountable for Our Desired Results”
2) “you Must Understand Our Business”
3) “You Must Be on Our Side”
The foundational rules of professional competence, are the ones that are capable of lifting a salesperson above the vast majority of their colleagues and competitors in their customers’ minds.
The [...]
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