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...





Comments


Written by ShawnHessinger
4860 days ago

Niall,

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.



Written by EncouragingExcellence
4860 days ago

Hi Shawn,

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



Written by nialldevitt
4860 days ago

A subject that is close to my heart and I'd agree with everything except the piece about closing.

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.



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Share your small business tips with the community!
Share your small business tips with the community!
Share your small business tips with the community!