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Analysing Your Sales Process & Finding the Solution

Let’s delve into ‘your’ sales performance. You’re a salesperson with over five years’ experience, you’ve been playing the game for quite some time now, but recently your results tell a less than satisfactory tale. What is going wrong? Perhaps it falls back on your sales process. Have you updated it recently or ensured it’s still an easily repeatable and scalable process? Let’s go further into this ‘current sales process’ you’re operating.

Sometimes you do the right things, and unfortunately, sometimes you don't.A more consistent process would yield more consistent results.A builder can't erect a home without a blueprint, a software developer can't write a program without a flow chart, electrical engineers don't build circuit boards without schematic diagrams, and you can't sell effectively without a selling system.

Determine what must take place on every call, in what order those events SHOULD occur and then make sure that they do.In its simplest form, a system should include bonding and rapport, examination for problems, a commitment to solve problems, ability to pay for solutions, identification and meeting with decision-makers, agreement on the outcome and of course, your proposed solution, in that order.

Any difficulties you've experienced when managing and organising your time are merely symptoms of your lack of a sales plan.Make sure that your plan is broken down to include the smallest of activities and then schedule the time to perform those activities daily.Also, determine whether your daily planner is comprehensive enough.Make sure that the one you select has both a month at a glance AND two full pages of detail for each day of the month.When you don't have enough room to include everything on the appropriate pages, things tend to fall through the cracks.

Allow yourself the chance to measure the key metrics at each stage of your sales process. For example;

  • How many prospects have transitioned into and out of each stage in a given time period?
  • How long are your prospecting staying in particular stages on average?
  • Where and how could you ‘speed up’ time spent at certain stages?

Don’t allow yourself to make assumptions on sales calls, even while you may be very perceptive, salespeople that depend on their hunches are often wrong!There is no information like factual information.If you find yourself assuming, remember that the odds of being right are slight.If you must assume, please assume out loud and let your prospect correct you.

Remember, your sales process will always be a work in progress. As the needs and desires of buyers change, methodologies, different approaches, and ways of doing things will fall into and out of favour.

Looking to network with other professionals and learn the latest sales and business strategies? SG Partners Super Sales Clinic is this August 22nd-23rd Enjoy our in-house training and discover what’s possible for your organisation future https://sgpartners.sslsvc.com/supersalesclinic/

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