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Monday, June 18, 2012, 2:48 PM
[General]
Get your client to commit to an action. It is imperative to set specific actions, to be performed at specific dates. The absence of one can signal a long decision cycle, leading to no where. The whole sales cycle, has to be managed. I know this is difficult especially when we have more than one customer to attend to. Thus, it is important that you have these dates marked out in your electronic sales planner. Set the reminders for the key milestones and you will not be bogged down by them.
2. What specific milestones at which dates?
Understanding who will be involved in the decision, in terms of the economic, the technical aspects,Cheap Roscoe Parrish Jersey, the eventual users and the influencers are important. Each of these stakeholders, will have different concerns and different functions of your product or service, has different value assigned to them. Clarify the buying process with them. Take time to understand the jobs and responsibilities of the people whom you are selling to, in order to adapt and cater the benefits of your database to them.
A good salesperson and a mediocre one will react differently to the same situation. A mediocre one will not go a step further and accept the prospect's manipulation of the sales process; while a star performing salesperson will seize the day to get a pie of the budget! Remember,Cheap Raiders Jerseys, if you do not get a share of the budget at the onset, you are probably at the back burner of their list of priorities. Make it as easy as possible for your prospect to "sell" your product or services in front of their management. Do not make them jump hoops, just to defend your product or services. That is your job, not theirs, and no one has to go the extra mile for you.
3. Who are the stakeholders in the decision making process? Adapt accordingly.
Yet,Cheap Lavar Arrington Jersey, when you are getting the user buy in, probably the Finance Assistant, elaborate on the ease of data entry into the fields, as well as navigating between the various modules of your program. Make it clear to them that it is convenient and easy-to-use without much learning. Human beings,Cheap Rashard Mendenhall Jersey, by nature,Cheap Eric Weddle Jersey, are resistant to changes and you need to wear down their resistance to change.
1. Budget allocation - When, who controls it and how much?
Question diligently and intelligently from the start
Many salespeople, for fear of being rude or intrusive, do not ask the tough questions. Yet, how is one able to provide a solution without first understanding the need of the customer? Thus, position your qualifying question, from the perspective of meeting the customer's needs. The key questions include:
Alternatively, if you are too busy making your rounds and doing sales presentations, outsource the tracking and follow-up to the staff you want to groom.
Do you find yourself having to wait longer than usual for your customer to sign on the dotted line? Do you wait only to hear them lament about budgets being put on hold or a leaner budget in the current financial year? How do you manage the sales cycle in this current challenging and economic climate? Managing the sales cycle, through effective questioning, helps you to close your deals more quickly and effectively.
At this juncture,Cheap Blaine Gabbert Jersey, do not make the cardinal sin of rattling off the functions of your product or service. No one is really keen in them. Thus by questioning effectively, adapt your sales pitch to show them the value in how your product can make their life easier. This allows them to spend less time and effort doing the same piece of work.
The importance of understanding budget allocation can never be underestimated. A database salesperson once called his prospect for a meeting. The prospect postponed the meeting as he has an important budget discussion with his management. What will you do if faced with the same situation? Will you
(a) Simply agree to meet up after the budget discussion
(b) Seize the day and prepare a sales proposal with key details and value your product offer and rush to give the prospect a copy of this sales proposal to discuss during the budget?
For example if you are selling accounting software, a Finance manager will be concerned about the reporting function of your program. Will your software be able to generate easy to use and read exception reports? Will your software be able to generate professional looking pie charts and graphs with the click of a button? Understanding that a Finance Manager's activities include review of exceptions on a high-level with a risk based approach, as well as making presentations to the management during monthly meetings, will allow you to pitch the benefits of your product better.
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