Tags |
|
|
Links |
|
|
Will You Add? - For Consistent Profits Operate A 'Sales Process'
In the UK the order of the day is to have a Chinese nanny or housekeeper. This so that the young children can learn Chinese for the future. This is not a bad idea, given that China is likely to be a world economic leader for the foreseeable future and it's unlikely that the entire population of China will learn English.In previous days it was considered very smart to have a French nanny, so that the little future citizens could grow up speaking fluent French. So those forward thinking people are giving their little treasures the edge by learning Chinese a
* Their highest priority is obtaining orders.
* They have a clear idea of who their customers are.
* They know what their customers' reasons are for buying from them.
* They operate a sales process.
Stages of the Sales Process
* Selecting the target market
* Identifying a pool of prospects
* Communicating a sales message to those people
* Setting up meetings with good leads
* Progressing these to completed sales
* Maintaining contact with customers to be certain of customer satisfaction
* Obtaining additional business and referrals from these customers
* Feeding back information to their own companies to make improvements possible
* Measuring sales activity so that problems can be identified and corrected early.
I'm not suggesting that you sho
One of the first steps is to box up last years files. However, before you do that be sure to go through your files and clean them out. The files that can take up a lot of space during the year, can be easily tossed. For example, your correspondence file, newsletter files, chron files. You can also combine your completed client files for the year, both seller and tenant buyers. After you have gone through the paper file cabinet, be sure to do the same with your computer files. Years ago when computer memory was at a premium, people did not keep all the ex
The men and women who make up the sales force are given clear instructions on what they have to do. If they carry out what they have been taught, both they and the company make a lot of money. The systems are reliable. They have been developed and refined, usually over many years.
Each phase of the operation is defined and measured. Then daily / weekly / monthly, the numbers are examined and any anomalies dealt with. The profitability reaches right up the company's management hierarchy, with each level being paid a certain percentage of the sales volume according to their degree of responsibility.
This disciplined organization contrasts strongly with the way many small businessmen handle the sales part of the job. Here, the usual method of task prioritisation might be described as 'tyranny of the urgent', sometimes called firefighting. In this model, there is little structure, sales are not predictable, the volume of orders varies for no obvious reason.
In your business, do you know what causes sales inquiries to come in? Is there a repeatable process to achieve this?
The main parts of a structured sales process:
First there is the stage which brings the companies' products to the attention of its market. A sales-led business knows exactly what it has to do to generate inquiries and then turn them into orders.
Typically in the sort of company I was referring to above, the company spends little of its own money on this. Instead it shows the sales people how they can generate prospects and customers themselves.
Since the company is saving on lead generation and marketing costs, it is in a position to pay large commissions. This has a powerful effect, because it induces very high motivation in many of the sales people which is a main reason why such companies achieve strong sales results.
The methods used to generate prospects are, cold calling, leaflet dropping, direct mail, small ads in newspapers and referrals, from existing customers. These methods are effective and cost little or nothing.
Another important part of the sales process is the presentation. This is taught by an experienced manager and practiced by the salespeople until they perform it with skill. So is the pitch, the words, which are used in the presentation. They are carefully learned along with closing techniques and ways to deal with any objections the customer has.
Strong sales management also plays a role. Usually the people in this position have a very strong sales record and a no-nonsense attitude. They are under a lot of pressure to maintain high sales figures, because their pay is structured with big incentives for good performance and penalties if the numbers drop.
Overall what you can say about using a sales process is that it is a professional, almost industrialized, way of making money. Many of the vagaries of business have been eliminated by using a systematic approach. With a clearly identified sales process you have more control. The measurements of sales activity quickly show which cause leads to what effect and you can intervene to make appropriate adjustments. It is far more likely to work than the boss simply urging the sales staff to 'Try harder' in an unstructured sales situation.
The characteristics of sales-led businesses:
* Their highest priority is obtaining orders.
* They have a clear idea of who their customers are.
* They know what their customers' reasons are for buying from them.
* They operate a sales process.
Stages of the Sales Process
* Selecting the target market
* Identifying a pool of prospects
* Communicating a sales message to those people
* Setting up meetings with good leads
* Progressing these to completed sales
* Maintaining contact with customers to be certain of customer satisfaction
* Obtaining additional business and referrals from these customers
* Feeding back information to their own companies to make improvements possible
* Measuring sales activity so that problems can be identified and corrected early.
I'm not suggesting that you shou
The most successful entrepreneurs rely on their advisory boards to help spot new opportunities and potential pitfalls.Now you can have your own advisory board: a shadow board of directors.A shadow board of directors is a low-tech technique for accessing the expertise of others and increasing your confidence and options. A shadow board can help you get a variety of perspectives and access to information just like a regular board. Shadow boards of directors can push you out of your rut and help you find alternative solutions and expert
In your business, do you know what causes sales inquiries to come in? Is there a repeatable process to achieve this?
The main parts of a structured sales process:
First there is the stage which brings the companies' products to the attention of its market. A sales-led business knows exactly what it has to do to generate inquiries and then turn them into orders.
Typically in the sort of company I was referring to above, the company spends little of its own money on this. Instead it shows the sales people how they can generate prospects and customers themselves.
Since the company is saving on lead generation and marketing costs, it is in a position to pay large commissions. This has a powerful effect, because it induces very high motivation in many of the sales people which is a main reason why such companies achieve strong sales results.
The methods used to generate prospects are, cold calling, leaflet dropping, direct mail, small ads in newspapers and referrals, from existing customers. These methods are effective and cost little or nothing.
Another important part of the sales process is the presentation. This is taught by an experienced manager and practiced by the salespeople until they perform it with skill. So is the pitch, the words, which are used in the presentation. They are carefully learned along with closing techniques and ways to deal with any objections the customer has.
Strong sales management also plays a role. Usually the people in this position have a very strong sales record and a no-nonsense attitude. They are under a lot of pressure to maintain high sales figures, because their pay is structured with big incentives for good performance and penalties if the numbers drop.
Overall what you can say about using a sales process is that it is a professional, almost industrialized, way of making money. Many of the vagaries of business have been eliminated by using a systematic approach. With a clearly identified sales process you have more control. The measurements of sales activity quickly show which cause leads to what effect and you can intervene to make appropriate adjustments. It is far more likely to work than the boss simply urging the sales staff to 'Try harder' in an unstructured sales situation.
The characteristics of sales-led businesses:
* Their highest priority is obtaining orders.
* They have a clear idea of who their customers are.
* They know what their customers' reasons are for buying from them.
* They operate a sales process.
Stages of the Sales Process
* Selecting the target market
* Identifying a pool of prospects
* Communicating a sales message to those people
* Setting up meetings with good leads
* Progressing these to completed sales
* Maintaining contact with customers to be certain of customer satisfaction
* Obtaining additional business and referrals from these customers
* Feeding back information to their own companies to make improvements possible
* Measuring sales activity so that problems can be identified and corrected early.
I'm not suggesting that you sho
You’ve come to the second day of the week in our examination of your yellow Page advertising. With so many elements that are tucked into your Yellow page ad, it’s not often easy to know where to start, when looking what to change or evaluate. The very first is most likely the headline. The second, although sometimes equally important, is the sub-head or sub-title. It functions as a supporter for the main headline usually offers clarification or further describes the pertinent focus of the ad itself. If your ad currently does not contain such an item, consider th
The methods used to generate prospects are, cold calling, leaflet dropping, direct mail, small ads in newspapers and referrals, from existing customers. These methods are effective and cost little or nothing.
Another important part of the sales process is the presentation. This is taught by an experienced manager and practiced by the salespeople until they perform it with skill. So is the pitch, the words, which are used in the presentation. They are carefully learned along with closing techniques and ways to deal with any objections the customer has.
Strong sales management also plays a role. Usually the people in this position have a very strong sales record and a no-nonsense attitude. They are under a lot of pressure to maintain high sales figures, because their pay is structured with big incentives for good performance and penalties if the numbers drop.
Overall what you can say about using a sales process is that it is a professional, almost industrialized, way of making money. Many of the vagaries of business have been eliminated by using a systematic approach. With a clearly identified sales process you have more control. The measurements of sales activity quickly show which cause leads to what effect and you can intervene to make appropriate adjustments. It is far more likely to work than the boss simply urging the sales staff to 'Try harder' in an unstructured sales situation.
The characteristics of sales-led businesses:
* Their highest priority is obtaining orders.
* They have a clear idea of who their customers are.
* They know what their customers' reasons are for buying from them.
* They operate a sales process.
Stages of the Sales Process
* Selecting the target market
* Identifying a pool of prospects
* Communicating a sales message to those people
* Setting up meetings with good leads
* Progressing these to completed sales
* Maintaining contact with customers to be certain of customer satisfaction
* Obtaining additional business and referrals from these customers
* Feeding back information to their own companies to make improvements possible
* Measuring sales activity so that problems can be identified and corrected early.
I'm not suggesting that you sho
ISO 27001 calls for controls to be implemented on removable media to stop unauthorised access and transmission of data. It is not unknown for a disgruntled employee to download data containing commercial information onto some form of portable memory device just before leaving employment. This can be sensitive information such as customer information, product information, designs or drawings.The compromise of these documents can be very damaging for the employer. It does not matter that the employee has signed a confidentiality agreement because the d
Overall what you can say about using a sales process is that it is a professional, almost industrialized, way of making money. Many of the vagaries of business have been eliminated by using a systematic approach. With a clearly identified sales process you have more control. The measurements of sales activity quickly show which cause leads to what effect and you can intervene to make appropriate adjustments. It is far more likely to work than the boss simply urging the sales staff to 'Try harder' in an unstructured sales situation.
The characteristics of sales-led businesses:
* Their highest priority is obtaining orders.
* They have a clear idea of who their customers are.
* They know what their customers' reasons are for buying from them.
* They operate a sales process.
Stages of the Sales Process
* Selecting the target market
* Identifying a pool of prospects
* Communicating a sales message to those people
* Setting up meetings with good leads
* Progressing these to completed sales
* Maintaining contact with customers to be certain of customer satisfaction
* Obtaining additional business and referrals from these customers
* Feeding back information to their own companies to make improvements possible
* Measuring sales activity so that problems can be identified and corrected early.
I'm not suggesting that you sho
Are you good, great or awesome?One of the early lessons I learned about speaking (and business as a whole) was from Lou Heckler.Man, talk about a great last name for a humorist, huh?Anyway, here’s what Lou told me in 2003. I never forgot it:There are three kinds of speakers in the world.First, there’s a GOOD speaker. After he’s done with his talk, audience members come up to him, shake his hand and say, “Good speech. Thanks a lot!”Then, there’s a GREAT speaker. After he’s done with his talk, audience members come
* Their highest priority is obtaining orders.
* They have a clear idea of who their customers are.
* They know what their customers' reasons are for buying from them.
* They operate a sales process.
Stages of the Sales Process
* Selecting the target market
* Identifying a pool of prospects
* Communicating a sales message to those people
* Setting up meetings with good leads
* Progressing these to completed sales
* Maintaining contact with customers to be certain of customer satisfaction
* Obtaining additional business and referrals from these customers
* Feeding back information to their own companies to make improvements possible
* Measuring sales activity so that problems can be identified and corrected early.
I'm not suggesting that you should transform your business to exactly this model. But there are many learning points you can take from it if your motivation is to make a lot of money.
HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.atriclecheck.com/article/20364/atriclecheck-For-Consistent-Profits-Operate-A-Sales-Process.html">For Consistent Profits Operate A 'Sales Process'</a>
BB link (for phorums):
[url=http://www.atriclecheck.com/article/20364/atriclecheck-For-Consistent-Profits-Operate-A-Sales-Process.html]For Consistent Profits Operate A 'Sales Process'[/url]
Related Articles:
MBA: The Master of Business Administration And Your Career
Customer Service - More Than 100 Surefire Ways to Lose Your Customers
Bookmark it:
|