Summary

As this is just a half day course covering Sales and Marketing it focuses on the key elements that are essential to anybody starting in business

1. Identifying and profiling your target market

Strategic segmentation is choosing a target market with which you have some affinity, connection or understanding. Once you’ve done that it
becomes easier to build a relationship with those people because you ‘speak their language’ and from that understanding you can build a profile of their
behaviours, values and preferences. That makes your actions at point 2, 3 and 4 (below) most efficient and effective.

2. Describing your Product or Service

Most importantly the problem it is solving for your target market the benefits rather than the features

3. How do you intend to let that target market know you are there

Choosing the most appropriate channel to communicate with your audience not just who you are and where you are but also what you do and why they
should buy

4. How do you intend to distribute or deliver your product or service.

And from the profile, you have developed and the understanding you have of your ideal customer or client, you can make sure that you deliver your Service
or Product in a way that suits them. It has to tie in with their ‘life style’. The second part deals with selling but is based on the work done in The Marketing
section

1. Develop a sales process.

This is developed from the profile you’ve created and buying the preferences of your market. Make sure your process fits in with the way they buy

2. Confident communication

Opening conversations
Building report
Questioning techniques
Listening skills

3. Negotiation Skills

Persuasion
Influence
Overcoming objections

4. Closing the Sale

Asking for the business
Some more elegant ways of asking for the money!