This workshop offered by SCORE Westchester will cover the importance of establishing a Unique Competitive Edge as a first step in developing a sales strategy. The basic elements for creating a sales approach will be discussed including:
- Designing a customer profile
- Performing market research
- Determining a process for targeting the market, including the
selection of media for lead generation (cold call, advertising, direct mail, e-mail, etc)
Following the discussion of the items above, an examination of
sales presentation techniques and identifying sales resistances will then be considered.
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