Sales Plan

Having identified all the strategic directions through the marketing plan the sales plan can be set out.

  • Retain the customer – The golden rule being that is easier to retain a customer than to find a new one by a multiple of about 10. What is the procedure for resolving faulty product of service?
  • Train the sales person in selling – never assume that a technical product needs a technical person to close when they have no selling training.

The sales plan will identify the sales process-

  • Preparation before any presentation is made and identify the decision making unit (DMU) to buy.
  • Presentation to the customer – in this it is vital to create the NEED for the product by identifying the GAP
  • Promote the product to fill the GAP in what is available and what the sale presents.
  • Present the proposal after listening to what the customer’s reaction is to the above 3 “P”.
  • Close the sale.

Sales staff Training

  • Prepare the sales staff through intensive product training – the unique selling points (USPs) of the product.
  • Practise the presentation on a mentor hardened sales person.
  • Plan to capture the imagination and moment of the opening in the first 3 minutes.
  • Protocol dictates that you listen to their responses with respect – never “mate” or “what’s your name again”
  • Know your client, their needs, their successes, the decision makers inside and where you fit.
  • Prepare a list of the 10 points of “refusal” by a customer, be they – no need – no money – no trust – too expensive – price – too hard to understand – too second rate in quality – too far away – no service guarantee.
  • CLOSE the sale with an order on the basis that everyone is a winner – a fair exchange is no robbery.

Sales tools

  • Advertising – making sure that media has the right hit per dollar.
  • Brochures.
  • Lap top video and audio.
  • Website – design – video – ease of entry/download/catalogue.
  • A demonstration vehicle.
  • A finance package so that time to pay where the capital cost becomes a painless expense.
  • Write a proposal or follow every meeting with minutes of what was said.