Define What You Sell and What You Want to Sell

May 18, 2013 Selling Comments Off on Define What You Sell and What You Want to Sell

In the previous few months we have asked that you defined your products and/or services and your value proposition and look at why people buy what you sell, so now let’s look at what you sell and what you want to sell.  Have you ever compared what you actually sell/take to the market vs. what want to sell?  This is a comparison that needs to be made and analyzed on a continuous basis to verify that you are staying focused on the right things.  We live in a world of constant change, so what makes you think what you sell today is going to be the same thing your customers want to buy in the future?  Things in your business change, your customer’s needs change, technology changes, society changes, this list goes on and on.

This is not to say that what you sell is all wrong.  If you have a successful business you have to be doing things right, but are you staying focused on taking your business where you want it to go based on what your customers are telling you? It is crucial to know what your customers want and you have to build your product or service to meet the market needs. You have to understand the value your product or service offers and how this impacts your customers and your markets.  You should compare what you are currently doing to what you should be doing or could be doing.  Continuously considering what you want to sell and why is key to your success and future.  Comparing this to what you sell and making adjustments when the market desires a change will keep you focused on meeting needs of the market.  When done correctly and timely this can help you stay ahead of the competition.

Remember, a business plan is a living, breathing document and you need to continuously work on making sure your products or services keep up with the needs of your customers.  This means you have to continuously analyze what you are doing and make the necessary changes when the market demands.  You have to look at what you sell and what you want to sell.  If you think these will always be the same you are in for a surprise and potentially tough future.

Coaching these skills is a critical part of what we do.  We are here to help you develop and implement your Strategic Plan and coach and develop the skills to implement the plan successfully.