Terry Corbell, The Biz Coach
By Terry Corbell
Business Consultant

11 Sales Strategies to Outsell Your Big Competitors

Big companies have obvious advantages over small businesses. Their brands are well-known. They can afford sales training, sales-support staff and customer-relationship management software.

On the other hand, there are good reasons why Cyber Monday has become big.

Yes, many online customers do it to save money on sales taxes. The other salient reason – poor customer service by many companies. Yes, their Achilles heel – poor customer service.

So don’t let such advantages dissuade you from doing the necessary footwork for success.

ID-10076359 ambro at www.freedigitalphotos.netHere are basics you need to put into practice:

1. Know your strengths and capitalize on them.

Differentiate your business in quality, convenience, and service. Don’t forget to highlight the quality of your people in your marketing.

2. Know your weaknesses and capitalize on them.

Smallness is a quality. It means you’re more mobile, and it takes less time for you to provide solutions – there are no out-of-town committees making decisions.

You provide more value. You don’t waste money – your customers won’t have to pay for expensive facilities for your business-lunch entertainment.

3. Make cold calls.

For higher sales, there are good reasons to revert back to the lost art of cold-calling.

4. When you have bad-hair days, remember two concepts.

“Act as if…” and “fake it till you make it.” Even if you are apprehensive but if you do your best to speak to prospects with conviction, they will feel your passion.

5. Know when to cut your losses.

That’s an adage from economics 101. If you’re making sales calls on prospects but sense you’re getting nowhere, focus on your other prospects.

On the other hand, there’s another adage – “The longer they keep you waiting, the more they want you.” Some prospects might be interested but they’re too busy to act, or they might be waiting to see if you’re stable and going to be around for a long time.

I’ve had many likeable vendors call on me, but they give up too soon before I’m ready to buy. Then, they wondered why I bought from their competitors.

Battle is the most magnificent competition in which a human being can indulge. It brings out all that is best; it removes all that is base. All men are afraid in battle. The coward is the one who lets his fear overcome his sense of duty. 

-George S. Patton

6. Understand that you are the company.

First impressions are critical. Be mindful – of your appearance, enthusiasm, empathy, talent and commitment– to provide solutions. Size doesn’t matter but  image and professionalism count.

7. Remember your time, service and products are valuable.

Providing added value can be helpful. But don’t let customers take advantage of you. When you’re asked to do something for free, look for opportunities to capitalize on the request.

Get something in return. Make certain such customers reciprocate.

8. Make certain you cater to appreciative clientele.

Make certain you get a thank you. If they don’t show gratitude, ask for it in a subtle way (“So you like our product?” Or, “You like the way we handled the problem?”)

If your clientele doesn’t say thank you, you have a problem and better look for prospects to replace them.

9. Know which customers are profitable.

Be congenial. But don’t break your back for a customer who expects you to repeatedly bend over backwards. You need to know what factors drive your profit.

10. Make certain each employee understand sales and customer service.

Get your employees to provide you with profitable. In fact, you’ll see profits grow if you partner with your employees.

11. Make the right investments for selling and serving your customers.

That means cost-effective technology, and customer service and sales training for your employees. Keep learning. Learn how other small businesses capitalize on cyber strategies.

From the Coach’s Corner, for consulting and professional service firms, here are resource links:

Consultants / Service Firms: Why Hourly Billing Isn’t Best — Businesspeople want strong results that include: Efficiency, information, innovation, objectivity,  and productivity. This means projects are completed on schedule, within budget, and with measurable results. That’s why clients pay you.

Your Dream is to be a Consultant? Here’s How to Develop Your Vision Plan. — So you’ve got the entrepreneurial bug. You have nothing against your boss, but it’s time for you to run the show. What? The budget’s tight? You know you need a business plan but you don’t know how to write it, and you don’t have a budget to hire someone? Indeed, to do it right, an action business plan with all the crunched numbers is tedious and expensive.

Thought Leadership — Why Companies Hire Management Consultants — Companies want knowledge. A good idea can be worth $1 million and more. That’s why companies hire thought leaders. It’s also why you see many consultants position themselves as thought leaders and give away free information in how-to articles or studies, which lead to books, seminars and being quoted in the media.

Performance Gap Solutions for Consultants in Income and Image — How’s business? Is it time for a little biz coaching? If there’s a disparity between your income goals and your current financial situation, it would appear that you have a performance-gap issue.   That’s right. It’s time evaluate your processes. Recheck everything. In most cases, a performance gap issue arises from three factors

“Remember, you only have to succeed the last time.”

-Brian Tracy


Author Terry Corbell has written innumerable online business-enhancement articles, and is a business-performance consultant and profit professional. Click here to see his management services. For a complimentary chat about your business situation or to schedule him as a speaker, consultant or author, please contact Terry.

Photo courtesy ambro www.freedigitalimages.net

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Seattle business consultant Terry Corbell provides high-performance management services and strategies.