Top Quality Education

Everyone will agree that a structured sales method is needed for highest efficiency, yet we all know of companies that pay no attention to this fact. Without a set of steps or arrangement, sales are lost or useless so the process in use has to be assessed.

Perhaps your problem is that you haven’t taken the time to develop and implement a sales process. This may be because you viewed it as busywork with too many forms to fill out, or you felt that your sales team would identify it as a control tactic. Whatever your reason for delay, now is the time to correct the error and increase sales. To do this we must evaluate our reasoning about our customers.

Instead of asking what do we need to do to close this deal? You should be asking, what does the customer need to do in order to buy? This change results in a major shift in how you think about the job of selling. Consider these points:

1. What is the buying process of this customer? We need to know what it will take, and who needs to be involved for this client to make a purchase.

2. Where is our client in their buying processes? Is your client a day or two away from signing a contract, or are they still kicking the tires?

3. What is the next rational step they must take? If you can figure out where they are and what it’s going to take to make them buy, then we can find the next consistent step for them to take.

4. What can we do to get them to take that step? Once we know what our customer needs to do next, then we can figure out what we need to do next in our selling process.

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