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You may
not have considered this before, but did you know that EVERYONE
is a salesperson? Everyone who is effective in any area of
life that involves other people is an excellent salesperson
of some kind. Everyone makes his or her living selling something
to someone. Everything that we get in life is determined by
how much value we contribute to the lives and work of other
people. You
can spend hundreds of dollars on books and thousands of hours
on websites looking for your answers. Or you can look no further,
as we've collected the best tips on marketing and sales --
a massive resource list that is almost guaranteed to your
personal and professional success.
If you're
in sales, or interact with people on a regular basis in your
profession or you just want to be more effective conveying
your ideas, then the single most important thing you can do
is to learn how to sell. When you become effective at selling
yourself and your products and services to other people, you
will have a wonderful life, full of riches, rewards and respect.
Why? The answer is because, in all your interactions with
others, from morning to night, you are continually selling,
negotiating, persuading and influencing other people. You
sell yourself to your friends; to the person you want to marry;
to an employer when you look for a job; to your co-workers
when you need support; to your boss when you want a promotion.
The definition
of sales is what you do and say during the one moment your
product or service is being purchased. It's confirming the
payment options. Marketing is what you do before and after
the sale. It is the strategy that will identify prospects
that will lead to the sale. Marketing is learning about your
client needs and delivering products and services that match
their expectations. Marketing is about building awareness
and relationships that convince past customers to buy from
you again. Marketing includes anything that comes into contact
with your customer.
Sales
activities are focused on converting prospects to actual paying
customers. Sales involve directly interacting with the prospects
to persuade them to purchase the product. Marketing thus tends
to focus on the general population whereas sales tend to focus
on individuals or a small group of prospects. Before becoming
good at selling your ideas, products or services, you have
to establish a good reputation with friends, family, organizations
and the public in general. Sales and marketing will always
be natural partners and their common relationship is your
reputation. But their mandates are quite different. Marketing
and sales are both activities aimed at increasing revenue.
They are so closely intertwined that people often don't realize
the difference between the two. Indeed, in small organizations,
the same people typically perform both sales and marketing
tasks. Nevertheless, marketing is different from sales, therefore,
it's important you understand these two concepts. Let's start
with a definition of what we is called in this manual CORE
Marketing.
CORE Marketing
is "the fabrication of reputation" around the needs
you have to sale ideas, products or services. In most cases,
businesses fail because there is a gap between sales and marketing.
The components of this gap are:
Customer
- Order - Reputation - Experience.
We use
the acronym CORE to identify how these component work
together to provide solutions to customers' need or problems.
For instances, based on CORE Marketing, we can produce two
compelling selling statements:
- Mastermoves
is a Core Training program that customers can practice from
home without weights or sit-ups. You can order Mastermoves
directly from any of our distributors. Our reputation is
built on serving over 20,000 satisfied men and women who
have experienced outstanding fitness results with Mastermoves.
- You
can order and experience a quick and effective Core Training
to shape and strengthen your body from home. All of our
customers receive the same professional service and commitment
to care, as this generates the best form of reputation for
our business.
In the
previous examples, by using CORE Marketing we communicate
effectively a stronger reputation for Mastermoves. Once reputation
is establishes, the sale process will naturally convert prospects
into customers. The fundamental philosophy of CORE Marketing
is that an organization should orient itself to serve the
customer's needs. This manual shows why marketing must identify
and respond to these needs. Based on CORE Marketing, this
manual, also provide step by step strategies that you can
implement to develop and sustain long-term success in any
business.
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Introduction
to CORE Marketing
