This post's acronym is SALES which to some people is the lifeblood of any business. To me there are many parts that are essential to run a successful business and sales is certainly one of the main arteries...
Business acronym: Sales
Posted by bloggertone under ManagementFrom http://bloggertone.com 4841 days ago
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4841 days ago
This makes a lot of sense to me in theory, but I question whether this level of sales process management really happens regularly. I think what a lot of our small businesses see is perhaps a sales process that can at times be harder to read...much less control.
4841 days ago
I think businesses are being forced to change the way they sell due to the change in the economic climate they find themselves in. Social Media has changed the way a lot of people view the sales process now too and they are a lot more wary and cynical.
- Mairéad
4841 days ago
A salesperson that has a cancellation rate of between 10 - 40% is doing something very wrong in my opinion, so I'd be be very wary of following what this salesperson was attempting to teach/coach as a trainer.
If you have effectively managed your sales process and identified and dealt with any and all of the prospect's concerns, closing then becomes the natural end to your selling.
Very often what happens is that salespeople insist on continuing in attempting to sell to people/companies who are not in a position to buy. Great salespeople do the exact opposite, they focus all their efforts on finding and selling to people/companies that are in a position to buy.