Selling successfully is all about getting to the right people, at the right time, with the right message. Understanding who to target and when is equally as important as delivering a valuable message.

However, most organizations don’t spend enough time working on this when attempting to increase revenue. Think about how much time during onboarding and training is spent educating sales professionals about the company’s product and services. This makes sense, but I would argue it is only the start of positioning a company for positive and sustainable growth.

If you aren’t seeing high levels of activity and engagement with consumers, it could be because your message is not as compelling as you believe it to be. Having a strong message that people want to hear requires a little more than telling people why you are good at what you do.

Here are three things to keep in mind if you want to deliver a strong message:

Think from the prospect’s perspective.

Define your uniqueness.

Remain credible and trustworthy.

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