The 4P’s of Selling

In my last blog entry, I shared some key tips for anyone interested in making the transition from marketing to sales.  After making a successful transition, you of course have to sell something.   But how?  There is already the 4P’s of Selling, but I’ve added to it to help guide you in the process.

Product: You can’t sell something in which you aren’t intimately involved (you can, but you cannot to sell it well) so make it your job to know your product/service inside and out.  The more comfortable you are, the more refined your target audience, and the more likely you are to closing a sale.

Pitch: A basic pitch should be attention grabbing, speak to the needs of your client, and explain why your product/service is the perfect solution. Everyone has a unique approach even if they are selling the same product/service.  Before you actually go out and pitch to a potential client, take time to develop a pitch with which you are comfortable.

Practice: Hone your skills by practicing.  Similar to how a basketball player practices a jump shot, you have to practice your pitch. The bathroom mirror and car are two of my favorite places to practice out loud.  In my head, things sound great and, in turn, can create a false sense of confidence because once they come out of my mouth they sound quite different.  Another good idea is to role-play with your mentor.  They will be able to share some valuable feedback that will tighten up your approach and help you get more comfortable.  Pitching to clients doesn’t mean you’ll close all sales opportunities; it just means you’ll be prepared to score if you get the ball.

Passion: Be passionate about your selling success and take the necessary steps to establish yourself.  Setup a “selling ritual” determining when you’ll research, prospect and follow-up with clients, nurture existing accounts and network after-hours.  You are bound to face rejection and hard times but passion is what will get you through.

Sales is not always easy.  Be sure to have patience and understand that you may not always succeed the first time.  However, with time and practice you will become more comfortable delivering your pitch and may find that it is a hidden talent. 

This week’s blog was written by Ediomi Utuk.  Ediomi is a Sales Associate at C2G, a subsidiary of Consultants 2 Go, LLC.  Prior to Ediomi’s current position, she was a C2G intern in 2007, and in 2009 became a valued Marketing consultant placed at American Express.