THEY'RE ALWAYS RIGHT
Questions you’ll answer:
- What tools and skills must I acquire to identify the customer’s needs?
- How do I create and price products to satisfy those needs?
- How do I determine the size of the markets, locate customers, and convince them to buy a product or service?
Dilemmas you’ll face:
- What are the best ways to reach my customers?
- How difficult is it to find customers and convince them to say yes?
- Should I price low to penetrate a market quickly or price high to “skim” profits?
Topics you’ll cover:
- Who is the right customer for this product or service? Which customers should I say “no” to?
- How do I design a sales funnel to attract, educate, and close customers?
- How do I design, hire, evaluate, and inspire a sales organization to reach my revenue goals?
The Customers course delivers the tools, skills, and judgment your students will need to identify customer needs, create and price products to satisfy those needs, determine the size of markets and how quickly to penetrate them, locate customers and convince them to buy a product or service, and provide service after the sale.
With the Customers course, you will train your students to approach sales from the perspective of an experienced entrepreneur who moves purposefully through the steps below, from evaluating a potential opportunity to creating a fully functioning sales organization:
- Stand in the shoes of a customer and feel what they feel so you can discover a need or desire that others have missed.
- Determine what the customer is willing to spend to satisfy this need, paying special attention to substitute products that address the same need.
- Sell at least one item to a real customer.
- Estimate how many similar customers exist, how difficult it is to find them and how hard it is to convince them to say “yes.”
- Decide how quickly you want to penetrate a market and the best ways to reach and convince your customers.
- Create a Sales Funnel that maps out each step as a potential customer moves from a raw lead to a satisfied customer. Use this Sales Funnel to predict the time lag between sales efforts and revenue, and the average cost required to sell each unit.
- Design, hire, evaluate, coach and inspire the appropriately sized, talented and equipped sales force to reach your revenue goals.
- Increase the number and quality of leads moving into your Sales Funnel.