What is an Optimum Sales Process?
A podcast listener asked us to take her through the best sales process–the one we suggest you use. There are tons of sales processes and methods in the world, but we like to keep things simple so we give you what we recommend to our clients.
Much of what you hear here can be found in Same Game New Rules (www.samegamenewrules.com). Yes, we know that the very word “process” can be tedious, it’s still important to have one. Because we all know what happens when you don’t have a good process. You default to the prospect’s process.
Also mentioned in this podcast:
- Join our Linkedin group for daily discussions and networking
- Visit SameGameNewRules.com to learn more about the eBook and watch the video “Do You Make These 5 Mistakes?”
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Creating A Space For Truth
How do you treat business that is new to you but may have been with your company for awhile? Don’t try to jump in where someone else left off. The client deserves the value of your process from the beginning. Create a space for them to tell you the truth, explore with them, help them to identify and hand over problems for you to solve. Don’t minimize your value by trying to stand in someone else’s shoes.
-B. Green
Tell Me What You Do
Bill Caskey tells you how to answer when someone asks: “Tell me…what do you do.”
How To Manage The Sales Process
One of the most common issues companies have is in managing (controlling) the sales process once it begins.
In this episode, you’ll get advice from all angles!
- Brooke talks about how to begin the sales process.
- Bill addresses some trends that both sales managers and sales people should pay attention to.
- And Bill and Bryan address the finding of customer problems in a clip from their live Advanced Selling Podcast event. (You can listen to the podcast “Roadmap to Revenue – 10 Components To Sales Growth” from the live event at: http://www.advancedsellingpodcast.com/roadmap-to-revenue-10-components-to-sales-growth/)
Enjoy!
Shortening The Sales Cycle and Passing On Price Increases
These two topics today — how to shorten the sales cycle by changing your perspective — and how to increase prices (if you’re in an industry that is passing on price increases to customers) seem like two distinctly different issues. But once you see these ‘whiteboarded’ you’ll see how they are connected. What connects them is the mindset of the seller.
Raw material and commodity prices are escalating rapidly. Oil, which accounts for a large part in the manufacture of anything is projected to reach $100 by the end of the year. Some project even higher. So, if you haven’t passed on increases yet, you might be soon. This episode will help you with the emotional side of this AND the tactical side.
Have You Ever Thought About Why People Buy?
As sales professionals and business owners you spend hours talking about the sales pipeline. But when was the last time you talked about why people are in it and what’s going to cause them to move forward?
Today, Bill and Bryan address several issues that will help you get a better handle on what actions to take and what your behavior should be in the buyer-seller process to learn more about why people will buy from you.
