I put this post into the Marketing category instead of Sales, because really, it’s up to Marketing to facilitate the sales process. So what if you wear both the Sales and Marketing hats, and everything else? One day, you won’t be the whole company!
Ksblog called it Eliminating Steps. The fewer steps you require of your customers, the more likely they will be to buy. Why? Because each step is a small psychological hurdle, an opportunity for the prospect to change her mind. Put too many hurdles in the way and, clearly, people will walk away from the transaction. So it seems apparent that reducing obstacles will help increase sales. K suggests:
— Link directly to the purchase screen rather than the book description screen before
— Supply financing rather that have her look outside the car dealership
— Supply baskets for apple picking rather than have her supply her own
What can you do to streamline your sales process?