Great sales organisations utilise a robust sales process
By implementing a consistent and strong sales process organisations create a sales environment where salespeople know where they are in the sale, they know where the customer is in the sale and, critically, they know what to do next. A robust sales process is also a learning platform where salespeople can identify where they can improve, and team members can learn from each other in order to implement best practice. A consistent approach to sales provides data (for example, conversion rates), and from this data organisations learn what works, and what doesn't, allowing them to continually improve performance. Our process concentrates on;
- Preparing thoroughly for sales meetings
- Engaging with prospective clients to earn their trust
- Understanding the client's real business challenges by applying world class questioning techniques
- Analysing those challenges to generate insights and helping the client see the challenges from a new perspective
- Using the insights to developing solutions to client problems
- Negotiating the deal and closing the sale
Throughout the process managing client concerns and handling objections are aparamount, as are sales planning and results monitoring.
Every organisation can implement a sales process, whether you are a commited sales organisation already, or are technical or professional organisation looking to improve your sales capability. In fact, it is likely that the very act of implementing a robust sales process will improve sales straight away. It will focus your entire business on sales and sales success. You will start to monitor sales in a new way. Sales will be seen as the professional competence that it always has been by those in the know. In difficult economic times, your business will be electrified.
'Marketing is not a department. Everyone sells.'
Harry Beckwith (best selling author of 'Selling the Invisible' and 'What Clients Love')