Selling Strategies

Close more deals with sales trends, product strategies, and negotiation tips.

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Course: On-Demand

(gentle music) (cymbals crashing) In these lessons, we'll demonstrate how to integrate brand awareness into an overall marketing strategy. You'll learn the importance of relationships or bonds between the brand and the customers along with the techniques to do so. A marketing strategy is developed based on the environment and industry in which a business functions. It's a process designed to promote and sell a product or service while optimally utilizing an organization's resources. This process involves striving for long-term business objectives that a business wants to attain. To achieve these objectives, your organization should develop various actionable plans around the elements of a marketing mix, which primarily involve: product, place, promotion, and price. Increasing an organization's brand awareness is also an important part of the overall marketing plan. When integrating brand awareness into a marketing strategy, you'll have to understand two different components: brand recognition and brand recall. Brand recognition is considered effective when a target audience is able to identify a brand from audio or visual cues like logos, packaging, or music that separates the brand from others in the same market. Brand recall is a customer's ability to remember a brand from memory without any aiding reminders. For example, while visiting a grocery store, a customer may need to buy cereal. A particular brand comes to mind when they recall their favorite or the last kind they purchased. Brand recognition strategies are important in situations where buying decisions are made in person at the point of sale, or POS. Visual and audio cues, like signs and promotional music, are common in many retail outlets so the target customer can be easily exposed to them while shopping. In-store advertisement banners, display racks, or storefront window displays can help with customer conversion. But if buying decisions are made outside of the POS, brand recall becomes more crucial. This means brand recall is essential for service businesses and online brands. Customers will need to consciously seek out a brand by recalling it from memory when they're considering their buying needs. Brand recall might not be as important at the in-person POS, but a brand's overall perception still depends on how likely a customer will be to remember your business. A successful marketing strategy has a positive significance on a brand's awareness. There are three advantages of brand awareness. Learning advantage. Brand awareness helps strengthen the brand's association with the public. A customer or potential customer learns about the various attributes of a brand or business. Consideration advantage. Brand awareness enhances the possibility that the brand will be considered for purchase as part of a consideration set. According to Monash University Business School, a consideration set is the collection of alternatives that are strongly considered before purchasing. In the decision-making stage, consumers generally consider only a few brands for purchase. Brands in this list have better brand recall. Choice advantage. Effective brand awareness strategies influence people's choices among various brands within their consideration set.

Beginner Provider : Tami Glasco 5 Lessons · 14m in Arabic, German, English, Spanish, French, Portuguese, Urdu, Chinese

Course Description

Millions of products and services are sold to consumers daily, which makes sales a lucrative career. However, having the “gift of gab” and using the same canned speech with every customer—the preferred methods of traditional sales—is no longer the predictor of success. Today, customers are looking for salespeople who are genuine, engaged, and problem-solvers. Modern sales focuses on understanding customers’ needs first, then showing them how your product or service meets those needs. Selling today requires a recognition that customers won’t care about what you’re selling until they know you care. To earn a customer’s business, and to keep that business well into the future, depends on the relationship you form with them from the moment of your first interaction to the close of the deal.

In this course on Selling Strategy, you will learn how to become an expert in your product or service industry so you can demonstrate its value to your customer. You’ll also learn about buying behaviors as well as techniques and strategies you can use to address those behaviors. Finally, you will gain valuable negotiating tips along with how to overcome the most common objections your customers may use in considering a purchase, all while maintaining a trusting, lasting relationship with them.

What You'll Learn

Apply four selling strategies: Product, Customer, Presentation, and Relationship
Determine which selling strategy best fits a customer's situation and customize it further
Become an expert in your product or service industry to demonstrate its value to customers
Identify customer buying behaviors and use techniques and strategies to address them
Recognize common buying objections and learn how to overcome them
Apply the key elements and best practices of successful negotiating

Key Takeaways

Modern sales focuses on understanding customers' needs first, then showing them how a product or service meets those needs.
Today's customers look for salespeople who are genuine, engaged, and problem-solvers rather than those using a canned speech.
Earning and keeping a customer's business depends on the relationship formed from the first interaction to the close of the deal.
The course covers four selling strategies and how to choose and customize the right one for each customer's situation.
Becoming an expert in your industry helps you demonstrate your product or service's value to the customer.

Frequently Asked Questions

What selling strategies does this course teach?

It teaches four different selling strategies: Product, Customer, Presentation, and Relationship, and how to determine which is best for a customer's situation and customize it further.

Will this course help me handle customer objections?

Yes. You will learn the most common buying objections and how to overcome them while maintaining a trusting, lasting relationship with the customer.

Does the course cover negotiation?

Yes. It covers the key elements of successful negotiating and best practices for an improved experience, including negotiating tips and strategies.

What topics are covered in the lessons?

The lessons cover Sales Trends and Product Strategy, Customer Strategy, Presentation and Relationship Strategies, Negotiating Tips and Strategies, and a Test Your Knowledge section.

What is the modern approach to selling taught here?

The course emphasizes understanding customers' needs first and then showing how your product or service meets those needs, focusing on building a genuine, lasting relationship rather than using the same canned speech with every customer.