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Defining Moments in Your Sales Cycle
Written by: Dave KurlanArticle Overview: What are some of the more subtle, but important, key moments in your sales process that affect every sales outcome? If I were to review some recent conversations with clients and their salespeople, crucial accomplishments included:
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Defining Moments in Your Sales Cycle
What are some of the more subtle, but important, key moments in your sales process that affect every sales outcome?
If I were to review some recent conversations with clients and their salespeople, crucial accomplishments included:
Company A - Getting the prospect to visit them rather than vice-versa. Shows commitment, importance and builds credibility.
Company B - Tonality - it's the difference between an extended phone conversation and lack of interest.
Company B - Handling Stalls and Put-Offs - keeps prospects on the phone long enough to be sold.
Company C - Up-sell and cross-sell opportunities - they have
a mature market so when salespeople seek out these opportunities and
build cases for them, the company grows. When the salespeople are
complacent, growth and earnings are flat.
Company D - Asking the right questions in the first 2 minutes of the call. It's the difference between an engaged prospect and "next?".
Company E - Setting Expectations with regard to money. When
they ask if a certain amount would surprise their prospect, they
eliminate the sticker shock factor at proposal time and learn whether
they need to discuss money and value in more detail now.
Company A - Taking advantage of the opportunity to push back and challenge. This establishes value and credibility and differentiates them from all of their competitors.
What are some of the key moments that impact your sales outcomes?
Sometimes, just the act of identifying what they are will make everyone
pay more attention to doing it more consistently.
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Article Tags: sales cycle, sales force, sales process, selling
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About the Author: Dave Kurlan RSS for Dave's articles - Visit Dave's website  Click here to visit Dave's website   Predict Sales Turnover Salesperson Selection Visual Pipeline |
Related Forum Posts
Online Sales and Marketing vs Traditional
- Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
I second the request...
Hello From Marietta GA!
- Hello All!
My name is Tim Naylor and I am in Direct Sales! I am glad I have found EC's sites and I hope to learn and share a lot!
Budgeting Approach
- Budget is a roadmap for future operations of the company and it must be realistic. Here are some guidelines (extracted from my company manual) which I like to share with you.
Each cost center in company will submit documentation defining the services provides and resources require. Each department is responsible for maintaining the accuracy of this document over time. Every department is encouraged to take a long-term strategic approach to providing its services.
This approach entails an annual review of the costs that must be incurred to provide valued services (regardless of past practices) at the most efficient (and understandable) cost. Once this level of service and funding is established, increments to the baseline are considered. Ideally this would involve the following approach:
a) Defining the current and future level of services provided, the resources necessary to provide those services and rationale for major change.
b) Evaluate current operations and identify issues and the gaps to providing future levels of service.
c) Look internally for cost saving measures or the elimination of services that are no longer required. It is assumed that before any funding request comes forward that it has the approval of the manager/director responsible for that department.
d) Look cross-organizationally for resource allocations and efficiencies.
taxes in canada
- Well in Canada we only have a few provinces and the Sales tax is slightly different. Here in Ontario the Goods & Services tax has reduced to 5% from 7% in the last year due to the promises made by the government in place.
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