Sales Jonathan Poland

Sales is the process of establishing relationships with potential customers, discovering their needs and preferences, presenting solutions to their problems, and closing deals to make a sale. Sales is a critical part of the marketing process, as it involves engaging with customers and persuading them to buy a product or service. Sales professionals use a variety of techniques and strategies to identify potential customers, understand their needs, and convince them to make a purchase. This may involve conducting research, making presentations, negotiating terms, and following up with customers to ensure their satisfaction. The goal of sales is to generate revenue for a business by successfully engaging with customers and reaching commercial agreements. The following are common sales techniques and considerations.

Types of Sales
Approaches to sales.

  • Complex Sales
  • Direct Marketing
  • Personal Selling
  • Relationship Marketing
  • Sales Channels
  • Solution Selling

Relationship Building
Establishing and maintaining relationships with customers.

  • Business Relationships
  • Counter signaling
  • Customer Is Always Right
  • Customer Relationships
  • Customer Retention
  • Customer Satisfaction
  • Customer Service
  • Eye Contact
  • Managing Expectations
  • Plain Language
  • Prospecting
  • Signaling
  • Storytelling
  • Trade Fairs

Motivation & Objections
Customer motivations to buy and objections.

  • Ambiguity Effect
  • Concept Selling
  • Curiosity Drive
  • Defensive Pessimism
  • ERG Theory
  • Excuses
  • Fear Of Missing Out
  • Needs Identification
  • Objection Handling
  • Objections
  • Overchoice
  • Perceived Risk
  • Product Knowledge

The process of achieving agreement on price and terms.

  • Anchoring
  • Bargaining Power
  • Bogey
  • Choice Architecture
  • Decoy Effect
  • Default Effect
  • Final Offer
  • Pricing Strategy
  • Sticky Prices
  • Upselling
  • Willingness To Pay

Closing Techniques
Getting deals done.

  • Active Silence
  • Bias For Action
  • Call To Action
  • Hard Selling
  • Influencing
  • Message Framing
  • Nudge Theory
  • Soft Selling

Sales Management
Directing sales teams and controlling sales functions.

  • Customer Persona
  • Deal Desk
  • Revenue Operations
  • S&OP
  • Sales Data
  • Sales Goals
  • Sales Objectives
  • Sales Planning
  • Sales Quotas
  • Sales Risk

Sales Process
Managing sales as a pipeline from lead-to-close and customer relationship processes for customer retention and upselling.

  • Buyer Persona
  • Cross-Selling
  • Customer Needs Analysis
  • Ideal Customer Profile
  • Lead Generation
  • Lead Qualification
  • Opportunity
  • Post-Sales
  • Presales
  • Sales Activities
  • Sales Development
  • Sales Pipeline

Sales productivity tools and technology for marketing and managing customer relationships.

  • Customer Relationship Management
  • Marketing Technology
  • Remarketing
  • Retargeting
  • Sales Force Automation

Measurement of sales results.

  • Churn Rate
  • Conversion Rate
  • Customer Acquisition Cost
  • Customer Lifetime Value
  • Customer Profitability
  • Sales Efficiency

Techniques related to product development, promotion, advertising, branding and distribution.

  • Advertising
  • Bliss Point
  • Branding
  • Business Models
  • Competitive Advantage
  • Digital Channels
  • Figure Of Merit
  • Marketing Channels
  • Marketing Metrics
  • Pricing Strategy
  • Product Development
  • Product Differentiation
  • Promotion Strategy
  • Puffery
  • Scarcity Marketing
  • Trade Marketing
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Anchoring Jonathan Poland


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