• Inner Circle Sales Meeting Archives
  • Marketing
  • Customer Service
  • Sales
  • Audios
  • Videos
  • Memos
  • How-Tos
  • Documents
mike@mikemarchev.com
Login

Login
Mike Marchev
Mike Marchev
  • Inner Circle Sales Meeting Archives
  • Marketing
  • Customer Service
  • Sales
  • Audios
  • Videos
  • Memos
  • How-Tos
  • Documents

The Inner Circle

Table of Contents

Chapter 22
Set The Table Before You Eat The Meal

Previous Chapter  Next Chapter



MP3 File


To lots of people the concept of marketing is still very much a mystery. Most people don’t know what marketing is and don’t know how marketing works. Marketing is not sales; and selling is not marketing. It is important that I clarify the two concepts before helping you identify and cure the most common mistakes that are made in each discipline.

 

Marketing can be thought of as setting the table, or properly preparing the meal for the dinner. It involves identifying and qualifying prospects, finding out what people are looking for, researching a market to understand how to best address the needs of its prospects, and preparing those prospects to accept your message. Marketing is done before selling can begin. The reasons why many “salespeople” are not more successful at marketing is because the process takes time and shows no immediate positive results.

 

Selling, on the other hand, is enjoying the meal . . . holding interesting and worthwhile conversations while you eat . . . delivering the goods. Selling happens during the final face-to-face contact when you are looking to close the deal. Looking at it from a different angle, selling can be thought of as transaction based while marketing is a knowledge-based discipline.

 

Selling involves the way you communicate and listen in the meeting and the attitudes you convey to the prospect as you seek to establish a business relationship. Here, you either savor the taste of victory from all your prospecting and preparation, or you poke yourself in the eye with the fork.

 

In this section we’ll address some common marketing mistakes and I’ll offer avoidance techniques and a cure for each one. The errors that salespeople typically make when setting the table relate to two areas of marketing: (1) the process of prospecting; and (2) preparation for the face-to-face meeting.

 

The common pitfalls to avoid during the selling process (the face-to-face meeting) can also be grouped into two categories: (1) your attitude (both internal and communicated to the prospect); and (2) your conduct of the meeting. We’ll look at each of these four areas in the following chapters, and help you avoid the common mistakes associated with what happens after the sales meeting.

Previous Chapter  Next Chapter

The Inner Circle

Table of Contents

Get more information about the Inner Circle and become a member today. MORE INFO

Contact Mike

  • Mike Marchev
  • Inner Circle
  • mike@mikemarchev.com
  • www.mikemarchev.com

Follow Mike

Your Next Guest Speaker Does Not Have To Be a “Crap-Shoot.”

Regardless of your position or experience, we all need to hear meaningful, uplifting, logical and thought-provoking messages … often from third-party specialists. In addition to hearing “what” we need to do, we are all in search for the “how-to-do-it.”

When your group, team, organization or association needs an entertaining “wake-up” call, you might want to have a conversation with Mike Marchev. Click Here

Quick Links

Inner Circle
Blog
Two Simple Programs
Clients & Testimonials
Video Showcase

© 2023 · www.MikeMarchev.com. Website by Aluli Designs, Inc.