What are The 6 Fundamentals of Sales Know-How?

The 6 Fundamentals of Sales Know-How is the evolution of my sales method, built through 30 years’ experience in sales – and it works.

Simply put, the 6 Fundamentals of Sales Know-How enables you to understand what it is you do for your customers, then plan how to do it for more of them more often. The method has been developed from my own experience and from working with SME business owners and their sales teams and observing what resonates.

Experience has taught me that the art of sales in technically focused, B2B sales roles varies little across industry, product or region. Certainly, cultural differences need to be respected, yet outside of that, the process of developing a business and growing sales remains essentially the same. That process and my experiential learning have formed the 6 Fundamentals of Sales Know-How.

The key is to understand the fundamentals then apply them to your world.

Knowing What You Do is understanding:

• What sales is

• How sales and marketing work together

• Your sales process

• Your role as your customers’ problem-solver.

Knowing Why You Do It is understanding:

• Yourself from a sales perspective

• Your purpose

• Your values

• What your factors are for success.

Knowing Who You Do It For is understanding:

• Who your target customers are

• How what you do helps them

• The impact that has on their business

• How to become a confident, key member of their team.

Knowing Where to Do It is understanding:

• Where to find growth opportunities within your existing customer base

• Where to find new customers

• How to generate new business

• How to work your network.

Knowing How to Do It is understanding:

• How to implement a consultative selling methodology

• Defining your sales playbook

• How to proactively manage opportunities from prospect to customer

Knowing How to Do It More is understanding:

• Proactive account and relationship management

• Time management

• How to be an organised and disciplined sales professional.

The order of the 6 Fundamentals is designed to provide a logical path of learning and implementation, with the marketing elements coming first. For any business to succeed, marketing strategy must be formulated to support the business goals. Marketing and sales must work together, with sales strategy supporting the marketing strategy.

In the coming weeks I will introduce to you to each of the fundamentals, providing context and giving examples. But if you can’t wait until then you can purchase my book now here.

If you want to evolve your sales approach to be more consultative and effective, I’m here to help.

Check out my services or contact me directly for a bespoke programme of business mentoring at hello@iancartwright.co.nz.