1. THE
People buy from people. Why?....Why are they choosing your product or service over someone else's!
Sound Ideas for Successful Selling

2. THE PLAN
This presentation provides personal insights, proven measures,
and ideas of developing and executing a successful Strategic Sales
Plan
Written by: Timothy Shark
TSharkConsultant1960@gmail

4. THE SALES PLAN & STRATEGY
PHASE III - summary
The Sales Plan is a dynamic strategy that needs maintaining, adjusted, and reviewed ongoing to remain successful. It ultimately
Is the Organization’s life blood for continued success
Written by: Timothy Shark
TSharkConsultant1960@gmail
LinkedIn as Tim(Timothy)Shark

5. THE SALES PLAN & STRATEGY
Quotes of Inspiration
Written by: Timothy Shark
TSharkConsultant1960@gmail
LinkedIn as Tim(Timothy)Shark
If you do not see yourself as a winner, you cannot perform as a winner
Zig Ziglar
Sell the problem you solve, not the product
unknown
“What helps People, Helps Business
Leo Burnett
If people like you they will listen to you, but if they trust you they’ll do business with
You
Zig Ziglar
In the book of Life, the answers aren’t in the back
Charlie Brown

6. PHASE I (CONT’D.)
• Although some of this will seem obvious to any Business Organization its worth repeating:
– Things to know and be aware of:
1. Probably the most important single factor of your Business that will set you apart
from others: What is your Business’ durable competitive advantage? Do you have
any advantage or is yours quite similar to others (we’ll discuss this point in m ore
detail later on)
2. Who are your competitors and what information to you have on them? Can you
gain more competitive information on each competitor? What about the
competitor you do not know (new one’s trying to enter market….existing
businesses in your market wishing to break-in to your areas of specialization,
product/service offering, etc.,…)
3. Who are your customers and how well do you know them? Do you have a solid
relationship? Are you speaking with the right contacts within the customers’
organization? What do you think might be some of the roadblocks faced in
gaining additional business with the customer? What are the pro’s and con’s of
the business you have earned from the customer? Successes?
4. Market pricing: Are your prices competitive with the market? Are the profit
margins at these price levels adequate? Can higher prices improve margins but
maintain or increase sales? How do you set pricing and are there ways to move
pricing to entice greater business opportunity from customer?
We will explore in greater detail some of these
questions above in PHASE II

7. PHASE I (CONT’D.)
– Things to know and be aware of:
5. What are the key objectives the Customer wants to see from the supplier? Are
you accurately reading the customer needs and wants?
6. Are you meeting all the customers performance and service level expectations
with your products and services?
7. Are you reacting quick enough for the customer or responding fast enough to
ensure customer is satisfied?
8. Do you consistently seek feedback and information from your contacts as a
guiding barometer on your Organizations’ performance and service levels?
9. How well /often is the customer feedback communicated and discussed with your
team for analysis?
10. How often are you meeting and discussing the overall strategy/plan with your key
elements /departments of your organization?
We will explore in greater detail some of these
questions above in PHASE II

8. KEY COMPONETS
PHASE II
 Define your ‘ideal’ customer by analyzing existing customers. What do they look like?
 Who are your high margin customers (and what market sector are they in)
 Is there a pattern they may have in common or at all (Determine a Pattern Target if one exists)
 Do they have a sales cycle (track it)
 Define customers you may not want or expend resources
 Who are the low margin customers? Are they still worth the time and investment at this level of return?
 Know your USP (unique selling point)
 Define your Durable Competitive Advantage
 Your most important factor being in business and offering the products and services your organization provides
 USP will provide you with sales growth and profitability
 Must know competitor’s USP and how to overcome/overtake their position to be viable with a customer
 If you are capable of creating a most unique and durable competitive advantage pricing and gross margins become
sweeter and a non-issue for a customer in general
 In today’s world cutting edge technology, customer support in the way of making things flow easy, less hassle,
responsiveness, are all important factors to most customers. Find innovative ways to provide your products and services

9. KEY COMPONETS
PHASE II
 Who is your competition?
 Who are the top suppliers in your market. Do they have a USP/Durable Competitive Advantage you can define
 Make a list of your Top Competitors strengths and weaknesses
 Conduct an ongoing competitive analysis report and share with your organizations team
 Sales Expectations – Goals
 Forecast sales and expenses regularly and review against overall Plan
 Keep updating sales forecasts, units/product & services sold, revenue generated and margins retained
 Be realistic about forecasting and targets reachable
 Conduct SWOT (analysis of your strengths, weaknesses, opportunities, and threats)
 This regular step taken will allow you to see if your Business Plan is on track, help with any adjustments that may be
required, fits your market/customer strategy, and provide a heartbeat of the direction your success and PLAN is heading

10. THE SALES PLAN & STRATEGY
PHASE III - summary
The Sales Plan is a dynamic strategy that needs maintaining, adjusted, and reviewed ongoing to remain successful. It ultimately
Is the Organization’s life blood for continued success
Written by: Timothy Shark
TSharkConsultant1960@gmail
LinkedIn as Tim(Timothy)Shark