Last week we finished identifying the five critical challenges that all sales leaders face today, and this week, we are going to meet those challenges head on.
The very best Sales Directors use each step in the sales process to serve as part of the foundation for developing specific performance standards and expectations (often referred to as competencies) that will enable the salespeople to accomplish each step. We can identify three specific sales cycles i.e.
Predominantly internal reactive sales –which we call Level One selling where there is usually no face to face customer interaction and the sales cycle is quite simple and often quite short I.e. The salesperson provides a price in response to a request to quote as a result of a reactive or pro-active telephone call. Some negotiation may take place after which a price is agreed and the sale made
At Level Two, the sales cycle can be more elongated and involve qualification via the telephone after which the salesperson decides that the opportunity is of sufficient value or the prospect is of sufficient size to warrant a face-face meeting This exploratory meeting is the most important stage within the Level Two cycle and crucial information such as size of budget, timescales, competition, buying criteria, decision making unit and any constraints that should be addressed, all need to be established up front at the earliest possible time.
The next stage is usually the preparation of a quote or proposal, which is ideally presented to all the members of the decision-making unit rather than posted, followed by negotiation and close. Once the initial opportunity has been successfully transacted the salesperson then needs to move into account development mode and fully explore additional opportunities
And finally consultative selling i.e. Level Three – There are four stages in a Consultative sales cycle and you can see them here
Two years ago, I first posted my “Twelve Golden Principles of Selling” and then, last year, I updated the article, which became known as the 2.0 version.
In the light of events this year, I thought it timely to not only update again, but also to expand my thoughts on each principle.
So this in effect is the 3.0 version, including the original introduction and starting yesterday, I am posting one “Principle” per day. At the end, you will be able to download the complete EBook. I hope you enjoy it. Go here