Article Advise

submitted: Sep 29th 2008 | by: ChetHolmes | Total views: 1 | Word Count: 463 | |

You should have this goal for your product or service. What information will help set the buying criteria in your favor? No matter what you sell, data makes your information work harder. Also, it needs to be said that the more complex your product or service is the better the opportunity to appear as an expert. If you come from the place of truly wanting to serve your buyer, then being a market expert-not just a product expert-means being more knowledgeable than any of your competitors. This is easy to do as most of your competitors will be more concerned about selling product than about positioning themselves as experts.

In every case where I have personally run companies using these strategies or helped clients do the same, we have literally slaughtered our competitors. Even after they see what we are doing they cannot grasp it. Truly, building a core story or stadium pitch is working smarter not harder. The one who gives the market the most and best information will always slaughter the one who just wants to sell products or services. Here's the key to choosing which data to include. Market data is way more motivational than product data. Most people think that a shoe is a shoe (product data), but when you learn that your feet connect to every organ in your body, that's market data. It makes your choice of shoe much more important. So think about what market data is there that makes your products or services MUCH more important?

These are steps you can't possibly bill to the client, as no client will pay for all this. So what you can do instead is use our products. These products speed up this process." Market data made the product data more important.

I had another client that sold calendars ranging from Pam Anderson to puppies. We did studies and found that per square inch, bookstores were outselling large retailers by forty percent more volume. Here's why: Bookstores were putting calendars right by the cash registers. So, if you are standing in line to check out you see a calendar on cars such as Mustangs.

Chet Holmes has worked with over 60 of the Fortune 500 companies as America's top marketing executive, trainer, and strategic consultant. Chet is the author of the best selling book, The Ultimate Sales Machine (#1 business book on Amazon, #1 Sales and Marketing book on Amazon, and also on NY Times best seller list). Chet has identified and developed the 12 core competencies that are proven to provide the main structure of truly great companies and he has developed more than fifty proprietary methods to implement them. To learn more about how to double the sales of your company, go to www.howtodoublesales.com

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