The Sales Process Myth
- Date: 2007-07-19 - Word Count: 303
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Misunderstandings about the sales process are the main reason why people just don't sell as much as they can.
Rather than focusing on the 'sales process', sales people need to be taught how to notice the customer's 'buying process'.
So just how do you notice a customer's buying strategy so that you can sell to them just the way they need to be sold to, in order for them to buy.
The customer, the customer, the customer! That's what selling is all about and every customer is different.
In 'not so effective' sales training's, you might have come across these steps before:
1. finding your lead
2. qualified prospect
3. find out their needs
4. sell to them
5. closing
6. give the goods or carry out the service
... and I know they sound smart but following those steps doesn't necessarily lead to a sale.
To phrase it differently: if person A has a close rate of 60% but doesn't follow the rigid 'sales process' and person B has a close rate of 5% but does follow the 'sales process' then who's a better salesperson?! I've never been contracted to teach a team the 'sales process'; only to 'increase their bottom line'. And I do that by teaching them to focus on the buyer and not the text book process.
There's supposedly an advantage to following a sales process with the 6 steps above and it's: 'achieving standardized customer interaction in sales'.
However, standards also cap progress. Can a student get higher than an A+?
But there's tons of choice when it comes to achieving lower grades.
Isn't it true that in business: 'the more money, the better'? If you agree with that then make sure you don't cap your bottom line.
To recap: if you notice the customer's verbal and non verbal body cues you'll know what to say and what to do that will make them buy. Quite simply, THAT'S the sales process!
Rather than focusing on the 'sales process', sales people need to be taught how to notice the customer's 'buying process'.
So just how do you notice a customer's buying strategy so that you can sell to them just the way they need to be sold to, in order for them to buy.
The customer, the customer, the customer! That's what selling is all about and every customer is different.
In 'not so effective' sales training's, you might have come across these steps before:
1. finding your lead
2. qualified prospect
3. find out their needs
4. sell to them
5. closing
6. give the goods or carry out the service
... and I know they sound smart but following those steps doesn't necessarily lead to a sale.
To phrase it differently: if person A has a close rate of 60% but doesn't follow the rigid 'sales process' and person B has a close rate of 5% but does follow the 'sales process' then who's a better salesperson?! I've never been contracted to teach a team the 'sales process'; only to 'increase their bottom line'. And I do that by teaching them to focus on the buyer and not the text book process.
There's supposedly an advantage to following a sales process with the 6 steps above and it's: 'achieving standardized customer interaction in sales'.
However, standards also cap progress. Can a student get higher than an A+?
But there's tons of choice when it comes to achieving lower grades.
Isn't it true that in business: 'the more money, the better'? If you agree with that then make sure you don't cap your bottom line.
To recap: if you notice the customer's verbal and non verbal body cues you'll know what to say and what to do that will make them buy. Quite simply, THAT'S the sales process!
Related Tags: finance, business, training, sales training, sales people, business development, salesmanship, employee training, sales managers
If sales training is done wrong, it not only ends in a waste of investment, but also working hours and even loyal customers, so make sure you visit sales training, and sales training uk so that you can make an educated decision.This article is available as a unique content article with free reprint rights. Your Article Search Directory : Find in Articles
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