Back to Basics: What Do You Sell?

December 30, 2012 Back to Basics Comments Off on Back to Basics: What Do You Sell?

Over the last few months we have been discussing sales approaches involved in prospecting and cold calling.  All this is good but how does one start? Where does the direction come from?  How do we know on whom to call?

The basics start with a concise and accurate statement of “What do we Sell”.  Very few business owners, CEO’s or top management people can, in our experience, make a short (2 to 3 sentence) meaningful statement of what they sell.

We submit that without this fundamental statement, the basics of one’s business and the direction of ALL those involved in the business is, at best, ineffective.

If we do not know what we sell how can we tell our people whom to sell it to.  So, it’s Back to Basics and the fundamental definitions of the business.  When we have the Basic definitions we can start to develop the plan.