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The secret of sales success

There are number of books written in sales and marketing but all the tricks, techniques and methods narrows down to only few principles. You would have heard over and over again that sales in a number game. Do you know why?

Because sales is not about calling 20 times to some one who is not at all interested in your product and try manipulate the buyer. A sale is easy if you know to find the one who is interested in your product and also has the cash to buy.

As Jeffrey Gitomer says it "people don't like to be sold, but they love to buy"

Marketing is all about finding the right product, price and offer for the right target audience. And if it is done correctly then half of the work is done. Sales will happen without much of an effort. If not done then, it's pain in the neck.

All the sales techniques are useless if the basic principle is violated. It's not the sales pitch that matters. It is finding the right buyer that matters.

Cold calling, closing techniques, presentation skills are all important only if the right product is marketed to the right target market.

Testing or test marketing is the secret to this.

To find the right offer and the right target market the only way is testing it in the real world.

Testing gives you feedback and as you narrow down to who is buying what? That's called business acumen

Say for example you have an offer and you test market it to 3 different groups of audience. And in that you found one group buying more then its time you talk to your buyer why they bought it.

Say you sent 10,000 mailers and you ended up selling 4, then when you talk to them you found they bought it for their children age between 12 to 16 years old studying in a school.

Then the next mailer campaign you mail 5,000 mailers to the parents of students studying in various school you may end up selling even 100 or even more.

That's why we call that sale's is a number game.


Barath Surendran is a budding Entrepreneur and gives career Guidance in his Blog: http://jobhoppers.blogspot.com/
Also runs a small Direct Marketing business and few Internet sites www.techemate.com, www.perfectcareerjobs.com