Selling the wheel
After the invention of the wheel in ancient Egypt, “Selling the wheel” book described that how wheel was sold and marketed. Here Max and Minnie tried to sell their wheel through different person. A lot of sales people have failed to sell their first wheel. But they didn’t give up. After trying to sell via different sales person, they have found some sales person who had sold their wheel to the customer. These different sales people have used different sales techniques to sell their wheel to the customer. They have used different marketing and selling concept in order to sell the wheel. As a result, they have reached into the milestone of a successful company through different sales person along with the different selling concept. Here demonstrate four essential selling styles for the company at different stage of the company’s life cycle. "Selling the Wheel" recounts the story of Max, the resourceful fellow who invented the Wheel and found himself faced with the challenge of convincing people to accept his breakthrough innovation. In so doing, it demonstrates four essential selling styles, each requiring a distinctly different type of salesperson and selling approach. As Chally's research clearly shows, no company can be all things to all customers: sales tactics and strategies must change as technologies and markets mature to reflect new values demanded by customers. Written with humor and filled with practical insights, "Selling the Wheel" will be treasured by managers, salespeople, and entrepreneurs everywhere. In order to selling the wheel, the book describes abouti. ii. iii. iv. v.
Technological use at different stage of the product Different types of target customer at different stage Use of different sales people at different stage Use of Different Strategy, Marketing concept How Sales can be increase by providing services
The Nine Step of Selling. According to the book, they have formulated a nine step selling concept. These are-
Marketing 1. Marketing Communication. The idea here is to build an image that will include the right kind of attention and cause people to take an interest in you. 2. Generating Need hand in hand with creating theimpression is encouraging contact with specific people who might become customers. 3. Qualified Prospects. A matter of separatingthewheat [from the chaff , of not wasting your time on thosewho do not have the means or the need to buyfrom you. Sales 4. Presentation: The sales person’s pitch. The phase in which the sales person tailors the capabilities being offered to the specific need and desire of the customer. 5. Resolving Objections: In which the prosper does the hemming and hawing and tries to say “I will think about it” and the sales person uses the hemming and hawing to remove the final barriers to the sale. 6. Closing the sale: The act and art of persuading the customer to say yes. Services 7. Execution and Services: Managing the fulfillment of the terms of the sell in such a way that the customer is satisfied, both now and later. 8. Building Relationship: Personal contact that take place after the first sale between the Customer and the sales person or the company, or preferably both. 9. Repeat Business: The pot of gold at the end of the rainbow, the reason for taking such trouble to deliver great service and build relationships. In order to build the strong and long product cycle of a company, we need to consider i.
Technology: At different stage like Birth, First Growth, Incremental Growth, Maturity
ii.
technological changes are made. Different types of customer like progressive, gates wingers, relationship, world
iii.
customer have to target at different level. In this book, there are four types of sales people like: Closer, Wizard, Relationship builder, Captain and Crew.
iv. v. vi.
Strategy: Based on the sales peoples category wheel selling strategy are established. Marketing: They have built their own marketing concept for selling the wheel. By giving services and product they get more sale from previous time.
According to this book, organization has to decide any one kind of strategy that they want to follow. Here they have the option to decide any strategy like- if you feel the company will do best by being small, nimble, entrepreneurial, and technically progressive then best marketing and sales strategy is to adopt closer-wizard style. In order to high profit growth wizard –builder style is appropriate. In order to adopt new and innovative technologies wizard style is appropriate. If the company want to be huge and dominant as well as the goal is slow, steady and predictable growth then builder-crew style is appropriate. Captain-crew style is appropriate when competition standardizes the option. By selecting any one of the strategy at different stage of the company and its product line, organization can reach its certain goal.
