The science of business development has truly got more sophisticated, as buyers also get sophisticated in the way they purchase services and products.
Let’s stop and review that last statement.
I hear it all the time with sales folks, and yes, if you listen to my Business Class News show you will hear me say it too.
So it’s essential to put into place a systematic, incentive program that you can launch and drive engagement with your sales channel(s)..
This is now affordable for small and medium sized businesses.
As part of your program you can use product knowledge and educational modules to help position your sales professionals to sell more of your products and solutions.
In one of my recent segments I talk about the purchasing cycle, and understanding the 10 elements that a buyer goes through while making a decision on who will become their vendor of choice.
It’s easy for us to get wrapped up in the “close” phase of a sale, and go head on into discussions with low hanging fruit and what we think are good prospects.
What I have found with this approach is what we think as a short circuit to success, leads to long conversations and complex discussions.
This happens because we are initiating the conversation with assumptions that the prospect is hot to purchase.
In reality the prospect is being forced into the buying cycle, and we are, in effect pushing a square peg into a round hole, and usually there are 10 competitors having the same conversation.
Let me give an example.
If I have a fridge full of milk, enough to last me a month, and I go to the grocery store, and Milk is on sale.
The grocery manager will try to sell me milk.
I’d be interested, because I need milk, but my immediate need is not there.
It doesn’t matter if the grocery manager offers me a great deal, I won’t just buy milk, because the timing is wrong, but in a few weeks I will be in the market for Milk.
The grocery manager will, I’m sure, be perplexed why I would turn away from such a great deal.
If he asks questions, got to know my habits and understood my buying patterns he could predict what offers work for me and maximize on my loyalty and increase my individual revenue value.
Depending on your business, and the type of customer you are looking for, will determine what processes you have to develop, and put in to play.
Developing an intelligent lead generation process can make your pipeline more productive and shorten your close cycles.
Make sure you have;
- A filtered, targeted list
- A focused message
- An automated communications platform
- An Integrated CRM
- Filter responses and nurture relevant opportunities
- Create a Call-to-Action
- Route Opportunities to your sales force
- A process to track progress and offer incentives and reward performance
If you would like to know more about this process, you can schedule a 30 minute conversation by going to www.xlasolutions.com and requesting a conversation.
If you are looking for a simple but effective sales generation program, we have our process, that we can set up and manage on your behalf.
Happy selling in the new year and we wish you all the best for your business. www.RaceToTheStartLine.com