Rich Enterprises, Inc. Bi-Weekly Newsletter
Learn more Building Your Sales Pipeline, Motivating Your Sales Team

In sales, the ultimate goal is going to be the face-to-face meeting. If you have a solid sales appointment, the meeting will go well. How can you prepare yourself for the in person meeting?

1. Qualify your prospect. Gather as much information available on your prospect during the initial qualification process. Set up qualifying factors that should be met in order for this contact to be considered qualified. Factors might include certain business types, currently using a competitor's service or just have a true need for your product or service. Gathering this information in the beginning will benefit you later in the sales process. Correct contact. Verify the person you are meeting with is the decision maker. If you are spending time selling to the wrong person, it will waste time in closing the sale. Benefits. How can your product or service benefit the client? Know your product or service and the benefits to the client. If your offering will not save the contact money or make their job easier, chances are you will not get the sale. Sales Cycles. Know the sales cycle for this organization. If they are using a calendar budget year, chances are they are not looking to take on new products in June unless already allowed in the budget. Set up calls and meetings according to the needs of the organization you are contacting.
2. Objections. Prepare a list of possible objections and responses. With any type of sales, you will encounter the most common objections: "I don't have the budget right now, or I don't think your product would benefit me".

Do your homework. Use available resources to research the company you would like to pursue. Visit the company website and view information on products, services, management bios, and overall company information to assist in direction with your sales approach. Being prepared for a sales meeting will give you the edge needed to close the sale.

Keeping An Eye On the Competition
By: Sandra Allison (staff)

You work hard to build sales.  You encounter daily challenges in business.  Challenges create an interesting spirit of competition.  Competition will improve results.  Competition in its best form forces us to focus on what is happening in our industry. 

Why should we focus on the competition?  Competition gives you the opportunity to show how knowledgeable you are about the market of your product and service.  Successful businesses watch every move their competition makes.   You become more credible if you are answering questions about the competition.

Businesses should learn as much as they can about the competition. You will do a better job of selling your product and increase sales for your company if you know what your competition is doing.  Get to know your competitors.  How do they handle sales calls, emails, advertisements, service calls or any thing that helps promote their business? 

If you want your business to have the upper edge over your competitors you will need to differentiate your company by providing products, services or solutions that will be more desirable to your prospective customers.

·        Do your research

·        Evaluate your competitors

·        Focus on your presentation

·        Find your uniqueness

·        Compete to succeed

Competition is good.  It is good news if we encounter a new prospect that is buying from a competitor.  It means you have found a qualified lead.  It is easier to fill a need than to create a need.  If someone wants to buy from a competitor it means the new prospect has the need, has the money to buy and is ready to buy.

What do you do next? Here is where you focus on your presentation and apply your research.  You have evaluated your competitors and you are ready to reveal your uniqueness to win over the new prospect to become your customer. 

Research should be ongoing.  Successful businesses change with the market.  What you once thought was unique can quickly turn into something every one in your industry is offering.

Take the time to learn every thing you can about your competition.Excel in promoting your business by keeping eye o the competition.

Rich Enterprises, Inc. was founded in 1999 on the premise that businesses must not only maintain, but must always seek new revenues and opportunities in order to succeed.

We certainly look forward to answering your questions and meeting your outsourcing needs. We are proud to be an active member of our local Chamber of Commerce and professional business associations.

Rich Enterprises, Inc. has been honored by the Kansas Department of Commerce in 2010 and in 2007 as the Women Owned Business of Year - Service Industry Firm. In August of 2004, Rich Enterprises, Inc. was certified as a Women Owned Business Enterprise with the State of Kansas Department of Commerce.

Our primary website for cold calling services can be viewed at www.richworldwide.com. In 2004, Rich Enterprises, Inc. also established www.richcrm.com to handle customer service calls or warm calls.

Our sales team is anxious to provide information about products, pricing, and answer your questions. Rich Enterprises, Inc. is responsible for a wide range of sales outsourcing services and looks forward to creating a sales solution and program that best suits your needs.

Please feel free to contact us via any of the following methods: