Niche Sales Strategies
Selling to Drug and Alcohol Detection and Testing Businesses
You'll need the right mix of skills and determination to be successful selling to drug and alcohol detection and testing businesses. We'll tell you what you need to do to conquer selling hurdles in the drug and alcohol detection and testing business market and outsell the competition.
In the current business climate, drug and alcohol detection and testing businesses are looking for reliable products and great values.
With perseverance and strategy in your corner, it's possible to penetrate the market and receive an acceptable return for your efforts.
Market Aggressively
Ambitious marketing directly impacts drug and alcohol detection and testing business sales success. A combination of tight competition, multichannel approaches and emerging marketing technologies mean that you'll need to be at the top of your game to capture the attention of decision makers.
A large portion of your marketing efforts should focus on gathering leads and contacts for 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.
How to Evaluate Sales Staff
Regular sales force reviews are necessary for companies that sell in this industry. Businesses that achieve significant market share hire top-end producers and routinely evaluate them against performance goals and benchmarks.
Although annual reviews may be acceptable for other business units, sales units should be evaluated quarterly with monthly or weekly reviews of sales totals. Training, coaching and sales incentives can be useful for increasing sales volumes and individual achievement. In some instances, it may be appropriate to team underperforming sales reps with reps that have more experience selling to drug and alcohol detection and testing businesses.
Know Your Products
In the real world, most drug and alcohol detection and testing businesses 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 in a sale. It's critical for your sales team to be knowledgeable and informed. If you're selling a service to drug and alcohol detection and testing businesses, your sales force should understand granular details of the service contract and be prepared to resolve customer concerns during the sales cycle.
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