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Rather than focusing on the 'sales process', sales people need to be taught how to notice the customer's 'buying process'. So just how do you notice a customer's buying strategy so that you can sell to them just the way they need to be sold to, in order for them to buy. The customer, the customer, the customer! That's what selling is all about and every customer is different. You might have come across these silly steps before: 1. finding your lead 2. qualified prospect 3. find out their needs 4. proposal 5. the close 6. give the goods or carry out the service ... and you can clearly see that these steps are more about the text book than the customer, so forget about them! Let me phrase it another way: if salesperson A gets 100 happy customers but doesn't follow a rigid 'sales process' and salesperson B gets 5 happy customers by using a rigid 'sales process' then who's a better salesperson?! Obviously salesperson A and funnily enough in all the sales trainings that I've done, I've never been contracted to teach the team how to stick to the 'sales process' but rather: 'increase the bottom line'. There's supposedly an advantage to following a sales process with the 6 steps above and it's: 'achieving standardized customer interaction in sales'. But standards don't help when there are so many variables and no 2 people are the same, so how can it possibly be useful to use the same process on them? So sometimes standards end up capping progress. It's not really possible for a student to get higher than an A+, for example. In other words, thanks to that standard, there's no higher than an A+, but there's definitely lower! Do you want to cap your 'bottom line'? If not, if like me you think that the more money the merrier then be careful with standards. To recap: if you notice the customer's verbal and non verbal body cues you'll know what to say and what to do that will make them buy. Quite simply, THAT'S the sales process! Article Source: http://www.articlewheel.com
If sales coaching is done wrong, it not only ends in a loss of money, but also working hours and even loyal customers, so make sure you visit sales coaching, and sales coaching uk so that you can make an educated decision.
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