What is selling? Think about this question for a moment. I think about this very issue. I am often in situations where I am working with the vendors just to see what happens. I saw a vendor selling concept impacts its success. two different situations in my mind.
I recently purchased a subscription to a gym. Eventually I spoke with the seller and sales consulting business I do. He said that I do not thinkitself as a seller and how to sell gym memberships, because "it works really well, and is not like selling used cars." A friend of mine, a successful salesperson, echoed a sentiment similar to dinner one evening. He told me he did not feel that he is still a seller because he is not "pushed" things to people.
I had many conversations over the years in terms of sales, but I found these two particularly touching because it characterizes a givencommon problem in the profession of sales. Despite their descriptions on the contrary, "These two people are on sale-a-new profession for her and the other a veteran successful. Unfortunately, both associated with the push of marketing. When I consult with the sellers tell them that if they want to sell, they're probably doing something wrong. No matter how successful a company or an engagement with sales experience, are still hampered by what many people, includingtheir suppliers, plans to sell: solutions to overcome the unintended responses to an unsuspecting public.
I will be introducing a new concept of sale of this process is called decision. Wat will explain the decision process, as this process differs from the way most organizations to manage the sale of the selling process, and because a decision will be you and your company with the greatest leverage for improving sales results.
WHAT 'Selling?
Back to our question: what is selling? We define the sale, such as the professional process that allows two or more parties to achieve mutually beneficial outcomes. There are three main components of this definition. First, the sale is a process. This is a series of actions, not just an act. The second process results in something that is mutually beneficial to stakeholders. Or a "win-win or No Deal. Third, the process is professionallyThis means that it meets certain standards. This does not mean that there is no room for individuality and creativity, but that the discipline process. It 'a crucial business decision clearly articulated for vendors and customers, with the ability to monitor the progress of both the seller and buyer of the document. And 'the third part of the definition that most of the sales force is weakest and where the most dramatic improvements for better results can bedone.
Tom Hopkins, Brian Tracy and Zig Ziglar (and other proponents of the "old school" sales) is about seven or so stages of a sales process. Since most of these processes have been designed from the perspective of one supplier, not effectively tackle the level of sophistication that exists today with buyers. Consequently, the value of these processes is limited sale, and why not take account of the buyer, whichinfamous for creating the feeling of "push" discussed at the beginning of this article.
If the information was for the entire period that Alvin Toffler refers to the third wave, the interest of many traditional selling processes reduced. new schools for future sales. One turned the old school of thought on its head by a lawyer buying process that aligns the points of sale with the considerations of a client. Neil Rackham's SPIN Selling program and MichaelBosworth's book, the solution is sold, they represent this school. Although the offer of the buyer in a more structured and disciplined, yet looked only in terms of sales of a party. This approach is still too one-sided distortion of the fire of the seller, and leads to optimal performance.
The U.S. decision. SALES / purchasing processes
The decision is a professional sales process for buyers and sellers who are authorizedsuppliers are creators of value and not only the value of communications, enables enterprises to improve their best results, and produce win-win results. The decision is different from "sell" or "buy" processes in different ways. It provides a method for distinguishing potential customers with a far more accurate than traditional methods provide. decision making, properly applied, will transform your pipeline of a mystery opaque to a transparent and accurateforecasting tool. And since the decision is partly based on the logical progression of decisions by the buyer passes, serves as a guide for the vendor.
Traditional methods are often selling for as potential customers, until the prospect of buying something, to what extent are the customers. The approach of the "prospect / customer 'is a binary system and makes little or no distinction between a prospect that has just begun the procurement process and an approach to a decision,not distinguish between potential customers more willing to buy and those who do not. If the sales department views their activities with a prospect / customer pipeline approach is not transparent, the biggest challenge for the management of an effective business development effort.
To remedy this, many sales departments have added some form of fences around their process pipeline. This outlook leads them to classify based on where the "sale"process or "buying process". Although these systems offer a fencing improvement of binary systems, have the structure necessary for effective results to your best. The decision allows the seller to know with greater clarity and confidence that the next action and when it should be a good time to ask for the sale. This leads to faster times and more pipelines margins because the price concessions are no longer needed as the poorcommunication.
MAPPING your decision
There are activities that could be taken would be more sustainable service advantage for your sales effort to trace a decision for the company. This means identifying, formulating and documenting the various stages to go through your sales as they use your products or services and does the same for your clients through the phases in which to analyze these products and services and makethe decision to buy or not. Moreover, the enumeration of these steps in the order they occur. The simple act of documenting the stages will have a dramatic increase in productivity of your sales efforts and time to form a new successful reduction seller.
It is necessary to articulate this process, which will one of the most difficult tasks you undertake in your business. If not, you're probably doing something wrong. But the creation ofthe board is crucial for the long-term health of your sales efforts.
If you want the process a bit 'less painful and more efficient, Imagine Consulting is available to help. Call or e-mail. The decision fully corresponds to the definition of sale, provided that at the beginning of this article, a professional placement process, both parties agree mutually beneficial, win-win or No Deal. It 'important to note that no mentionsemantics here. the decision is not just a facade for the sale of traditional systems. It 'a paradigm shift. Means looking to sell both buyers and sellers perspectives'. This means that the management of the sales cycle in a disciplined manner. decision making is the core of the third wave of selling. This is a unique sales system that is positioned to face the challenges of commercialization of the economy now has to fight. You create value not only forsale of businesses, but also for buyers.
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