The Need for a Strategy:

Strategy plays an important role in anything that you do in life. Many inexperienced salesmen make the mistake of thinking that making a sale is an on-the-spot improv work. Although it is true to some extent, you still need to form a strategy before you approach your client or customer. Having a strategy at hand will give you a solid structure to your pitch which you can use as a reference to improvise and build a dynamic presentation on. Different sellers use different kind of strategies according to their target demographic and their products, but no matter what kind of strategy you might want to use, what is important is that it works.

Here are some steps that you can follow in order to come up with a good strategy for your sales pitch:

· Do your research. Learn about your customer beforehand if you can and try to understand their background. Research the market in order to understand how your product is rated against your competitors and what you can do to improve.

· Take into consideration what your customers might seek from your products and be ready to adapt for their requirements. Developing a strategy based on adaptive selling can help you stay prepared to adapt to your customer’s requirements.

· Clients will often not have a clear vision of what they need, want and would like to have from your products. As a salesman, you need to be able to understand the difference between all three kind of requirements and make sure that you guide your clients towards the correct decisions if they are not well acquainted with your products.

· Think from the perspective of your customers and prepare for any questions. Being prepared to clear any doubts or misconceptions will help you a lot in closing a sales deal and at the same time, making yourself look good in the eyes of your customer.

You have to believe in your process. You have to believe in the things that you are doing to help the team win. I think you have to take the good with the bad.

EP6 -The Need for a Strategy: Why Adaptive Selling. The Importance of Relationships