Two weeks ago, I moderated a sales panel for the Manufacturers Alliance (https://www.mfrall.com/). One of the speakers discussed sales process, training and outcomes. His focus was on productivity. After the presentation, one of the audience approached me and asked if there was a way to “short circuit” the sales process. I replied that the basics of the sales process are similar in most B2B industrial sales-it’s how they are applied that are different.
The six basic steps are: 1. Initial meeting preparation, 2. Client needs assessment, 3. Product/service demonstration, 4. Proposal, 5. Close, 6. Post sales follow up.
Prospects and existing accounts will merit varying levels of investment time and effort at each step. Shortening steps of the basic process may come at a cost which is replacing the customer’s priorities with your company priorities.
I get it . It’s the 4th quarter and you’re looking to make an impact on the year-end. You are shortchanging the relationship-building part of the sales process and will make it up 1Q 20NEXT. Accelerating the process means more committed sales preparation on your part and hustling your organization to keep up with you (and most companies do not perform well at light speed). Here’s some suggestions you might want to try:
A previous blog, http://www.jimthomasintl.com/blog/archives/08-2016 dealt with making your sales calls relevant. It may be time for a review.
Do you want to have a free fifteen minute discussion on sales process? Sign up on my web site http://www.jimthomasintl.com/ or contact me directly by phone.