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Niche Sales Strategies

Selling to Desk Retailers

If your business is having trouble reaching sales targets, take a minute and read our advice on selling to desk retailers. With these useful selling tips, you can improve your sales model and increase your returns when selling to desk retailers.

Initiative and perseverance are excellent personality traits for sales professionals. But selling to desk retailers requires more than an impeccable work ethic.

Companies that are trying to break into the market need to develop a comprehensive sales plan that leverages the lessons that have been learned by the most successful players in the industry.

How to Sell to Desk Retailers

After you have established contact with a prospect, how do you close the sale?

Like many of us, desk retailer business owners are busy professionals operating on tight schedules. As a rule, be respectful of your customers' time constraints and clearly communicate your main points first.

In some instances, your initial contact at desk retailers you call on may not even be the decision maker, making it necessary to quickly locate the real decision maker and adjust your approach accordingly.

Market Aggressively

Ambitious marketing is an essential ingredient in the recipe for desk retailer sales success. A combination of tight competition, multichannel approaches and emerging marketing technologies mean that you'll need to flawlessly execute your strategy to capture the attention of decision makers.

A large portion of your marketing efforts should focus on maximizing the number of leads that are funneled to your sales force. Lead lists are a genuinely powerful resource in lead generation and can be purchased cost-effectively from Experian and other reliable third-party providers.

Know Your Products

In reality, most desk retailers aren't interested in middle of the road products. Before they commit to a purchase, they want to know everything there is to know about your product.

In this industry, differentiation can be the deciding factor between a close and your prospect going with a competitor's product. It's critical for your sales team to be knowledgeable and informed. If you're selling a service to desk retailers, your sales force must be intimately familiar with the features contained in your service agreements and be prepared to resolve customer concerns during the sales cycle.

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