Definition Of Sales, Jury & Value Proposition

SALES:
“Sales” is not an art, it is a science that can be learned, studied and mastered through thoughtful practice.
In a world ruled by marketing coming from cold rooms and alienated from thefield, sales is the closest expression of personal touch in a relationship with your clients.
It requires time, work, passion and discipline, to prepare yourself in order to identify, know about andunderstand the needs –and pains- of your potential customer to be able to adapt what you have in order to captivate his attention and establish a sustainable relationship based on trust and confidenceover the years, where both will be tuned on the same frequency.
JURY:
The Jury is the audience to whom you address at a company during the desired meeting leading to an evaluation of your proposal. Inthis audience you will find several members that will influence the final decision for and against to further steps so you must adjust your message to the persons attending the meeting.
To be able toadjusting, it is mandatory that you know about them and about their limits and capacity to make a decision. Identifying the ones who just drive the conversation and could play a shielding role in themeeting will allow you to find the decision maker who will have the signature to close your deal in the terms that require no further tendering. “Doing it in the way and quantity the customer wantsto/ can buy? Again, being in tune in the same frequency that your customer is and speaking a “language” that both can understand will only take you closer to a deal.
VALUE PROPOSITION:
Is the set ofactions, techniques, measures and intangibles that I bring to the table in order to take my customer to the next level and show my commitment to him and to his company in our quest together tooptimize the efficiency of his business.
It needs to be quantified and expressed in numbers show the benefits to the customer by doing the little things better than the others and become the cure to his...