Losers Sell On Revenue

Sales revenue is the result, not the greater reason why.

One of the basics of selling successfully is knowing how to sell “on purpose.” Know what you have to sell, why it will benefit your customers and which customers fit your sweet spot. Beyond understanding your solutions and who needs them, you sell “on purpose” when you are aware at every step in the cycle what you are doing and why.

Here, according to solution selling training experts, is how selling on purpose works:

• Be clear about what you do best and who needs what you do. 
• Set specific activity goals with a timeline. Who will you contact this week? How many proposals can you present per month? How many referrals can you gather per call?
• Set specific results goals. What is your expectation of sales per month and dollars per sale?
• Track and measure your progress against activity and results goals and increase both over time to grow in experience and success.
• Be aware before every interaction of what you (and your buyer) expect to gain. Will you learn more about the customer’s situation? Will you ask for something? Do you need an internal referral?  How can you help them to succeed?

Sell with a purpose clearly in mind and the revenue will come.