Wizard

In Selling the wheel hiring a Wizard is one of the different sales strategies a company can deploy. This sales strategy works best in the Fast Growth phase of the Maturity phases in a product's life cycle.

The Wizard

	Description
!Personality
Character	Confident, "Buttoned down. Both a team player and a team leader. Professional demeanor and attire. Enjoys the challenge of creating unique solutions for customers. Thrives on managing complexity
Major drives	Sees sales as a stepping stone to a managing position
Important skills	Needs to have good organization and communication skills. Needs to be highly skilled in resolving objections
!Marketing
Ideal company to image	Smart, Progressive, Superior, Advanced technology, A team of experts to support you; the customer. Offering customer systems much better than the current standard
To generate sales leads	Offer free knowledge Write articles for professional journals. Mail reprints to prospects. Publicize technical accomplishments. Do speaking engagements. Do problem-solution style advertising
Qualifying customers	You are often going to be dealing at multiple levels at the customers organization. You need the right contacts at each level. Where you are starts depends upon what you are selling
!Sales
Sales Presentation	Tend to be formal, sit down. Conference room affairs. Good audio visual aids and literature are a must!
Typical Objections	Does the benefit outweigh the cost and headaches of making a radical change? Is this design really the best solution?
Resolve by	Showing a realistic timetable for completion. Present data to demonstrate that the pain is worth the gain
Closing	Suggest a starting date. Send a letter of agreement. Recommend a smaller scale pilot to test performance and results
!Service
Great service means	Total support. Doing whatever is necessary to provide results as promised. Taking measures to minimize disruptions to the customers operations
Key to repeat business	Due to the maturity state of the technology, often leads to a repeat sale. Suggest improvements that may lead to add-on sales. Forge good working relationhips and look for new projects you can competently execute