Return On Intelligence is an
international research consultancy
dedicated to providing, customized
research solutions and experienced,
objective advice to optimize sales
results for businesses of all sizes.
We work with our customers
to help them improve through the
following sales
enablers.
Increase sales, increase profit,
develop sales strategies.
New and
innovative
sales strategies and tactics
that will improve sales productivity
through better sales planning
and provide leadership coaching
that will lead
to improved
skills for coaching sales teams.
A winning strategic and
tactical plan that will continue
contributing to
company growth
long after our engagement.
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Sales Process
It seems that everything that is slick, works well consistently and delivers results has a process. A great example of using a process is MacDonald’s they always provide an excellent product every time. If you live in Alaska or Corner brook Newfoundland it is exactly the same. From the supply chain, the grill man to the team that serves you at the counter they all have a sub process that contributes to the overall process. Your doctor has a process that is used every time you see him or her, your lawyer and your accountant all have processes they depend on.
So how is it that sales people think that they can be successful without a sales process, that they can fly by the seat of there pants, wing it and still achieve their goals and targets.
Sales Performance International (SPI) research shows that adoption of a formalized sales process can increase close ratios by 20%, decrease sales costs by 20%, and increase sales revenues by 25%.
To get a sales process in place is not a difficult task and the payback is great. Go to Google ,type in Sales Process and the examples are many. Pick the one that best suites your business customize it if required and get it in place.
Make it your process, teach it to everyone that touches the sales group, make it part of your culture and the internal lingo that is used to communicate within your business. Use it for everything from training new hires to questioning forecasts and pipelines.
Stick to your gun’s and force everyone to use the same sales process. How can a manager manage 10 sales people that all use a different sales process.
Most sales process have six key steps. Virtually every sales interaction will follow these steps, whether it lasts several minutes or several months:
1. Prospecting
2. Initial Contact
3. Sales Presentation
4. Handling Objections
5. Closing the Sale
6. Follow-Up and Service after the Sale
Once you have settled on a sound sales process that best suites your business you should consider taking each step of the sales process and create and document the sub processes in each step of the overall process.
The sales process must be repeatable and become a reflex for all that use it , the information that is gathered throughout the sales process should be documented and the flow in the documentation must reflect the sales process.
Now that you have a sales process and you are comfortable with it , brag about it , tell your customers about it. Before starting your sales call tell your prospect that your company uses a process that helps potential clients like them cut to the chase so to speak, It helps clarify, it documents the journey and makes the buying /selling process a better more efficient interaction. A great segway from the opening chit chat to the actual start of the sales call. Once you have told the prospect about your process ask him or her if you can start by asking a few questions. They will most likely say go ahead and now you are off and running.
Most people like sales process and I bet your prospects will be on board.
A brief review:
Sales people need a sales process.
Management needs a sales process that will help them communicate with the sales people.
It will be the foundation for conducting sales strategy meetings, forecasting and pipeline review.
Sales support and client service need to know what is going on.
Your suspects, prospects and customers will love it.
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