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The Sales Process Myth |
By:
Adam Mussa |
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The Sales Process Myth
by Adam Mussa
There are many definitions for a sales process and who cares!
Customers run a mile from sales people that try to get the customer to fit into the 'sales process' because they don't feel comfortable with someone that isn't listening.
So forget about the sales process and start to notice the customer's buying process so that you can pitch what they need to hear.
This isn't about text book definitions! It's customer centric. It can't be described in a few steps, but it can be described with a set of principles and a foundation of skill.
The following steps are usually taught by lazy incompetent trainers in their sales training:
1. sales lead
2. making sure that lead is qualified (has a phD or two!)
3. find out their needs
4. sell to them
5. close the sale
6. give the goods or carry out the service
and I would urge you to forget about them because they don't address the customer! They address the process in a text book (and we don't sell to text books). I might also add that the reason this process has spread so much is because too many sales trainers don't ever sell a thing
Put differently: so many sales geniuses don't use the sales process because they haven't got time to think about it! Their too busy noticing what's going on with the customer in terms of their verbal and non verbal cues. And it goes without saying their close rate is at least 4 times as high!
Supposedly there is an advantage to following the 6 steps above and its: ' achieving a standard with customer interaction in sales'.
It's important to use standards diligently so that they don't cap progress. Take the example of an A+ student: can he/she get a higher grade?
In other words, thanks to that standard, there's no higher than an A+, but there's definitely lower!
Isn't it true that in business: 'the more money, the better'? If you agree with that then make sure you don't cap your bottom line.
Sorry for the diversion, let me recap: the sales process should be about noticing and reading a clients verbal and non verbal language so that you can answer the question: 'how do I know what will make this customer buy?'
If sales training is done wrong, it not only results in a waste of investment, but also time and even loyal customers, so make sure you visit sales training, and sales training uk so that you can make an informed decision. This article is available as a unique content article with free reprint rights.
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Article Source: http://www.statssheet.com/articles/article54262.html |
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