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Many of you have expressed your frustration at the large number of promised orders that never seem to go through.
long sales Cycles not only delay the return on investment, but also increase uncertainty about whether the sale will go through.
Remember, closure tea dirty it is simply the opening of the serious relationship.
How do you ensure a faster sales cycle with shorter lead times?
While I certainly don’t claim to have all the answers, here are some suggestions that can help you reduce your frustration level and increase your closing rates.
I keep this very basic for this article.
1.Mmake sure you and your prospects are calling the RIGHT PEOPLE.
If not, all the sincere promises and guarantees made by lower-tier end-users are worthless. Those promises will only serve to demoralize you and your sales prospects. Be realistic. If you and your sales leads aren’t talking to the right man, forget about it.
2.Turn existing leads into safe leads by helping them JUSTIFY their buying decisions.
Never make the mistake of assuming that your buyers are justification experts and will go out of their way to back you up. They are not skilled at creating the right justifications and their purchase request is made with little or no justification. If the Decision Maker, your Boss, does not understand or appreciate the value of the purchase request, how can you make a logical decision to approve it? Unfortunately, most applicants are not used to justifying themselves and will do a pretty poor job. Also, people don’t want to hear NO. Once the decision maker rejects an ill-justified offer, he doesn’t expect you to come back with another request. It may be too late.
Without a clear justification for using the budget, most decision makers will put off a decision indefinitely.
No one is in a better position to justify the product or Solution you want to sell than YOU.
After each sales call, it is good practice for the sales manager to ensure that the sales leads have been managed and the end user agrees to all potential benefits.
DO NOT LEAVE THIS CRITICAL STEP TO SALES LEADERS OR YOUR DEALER REPRESENTATIVES. MOST PROBABLY HAVE HAD LITTLE PRACTICAL EXPERIENCE CREATING THEM IN THE PAST OR PROBABLY DID NOT KNOW WHERE TO START. YOU, THE FASTER THEY LEARN.
Calculate potential savings and other buyer values using a simple template or justification worksheet.
Share this with the Buyer and, if necessary, the Decision Maker. Have the end user agree to these facts and ensure this worksheet is attached with the purchase requisition. This accomplishes many things. First, it ensures that the current buying contact is better prepared to justify the purchase. Second, it ensures that a fuller justification message is conveyed to the decision maker. Third, you train your sales leads on how to justify the product or solution being sold.
Most importantly, your Customer or Buyer contact should be portrayed by you as a Champion. This is possible only if you help him with Justification. You need to make sure that HE is the one directing the idea and not you. You must be seen in the eyes of your Organization as a proactive Employee who only has in mind the Benefits of the Organization. .There must be a WIN-WIN RESULT for both.
3. Personal follow-up to verify the status of the Account.
Never call the user to follow up. You must cultivate the habit of meeting with the user armed with the cost benefit sheet and more. Use the justification sheet as a point of discussion during these follow-up meetings.
Be prepared to meet with more users and decision makers to reassure and convince decision makers
4. The absolute best way to reduce the stress associated with a particular backorder is to have as many as possible in your backlog. IT’S ALL ABOUT NUMBERS.
It is important to have a healthy and qualified pipeline, where at least 70% of the pipeline has a strong probability of shutdown.
How do you get more pipeline activity? The simple answer is at least 3-4 calls/4 days a week. This is the only way to produce a bulging pipe. If you average 20 qualified and justified sales calls in a month, I can guarantee you never have to worry about a poor neighborhood.
We need to remember closure tea dirty it is simply the opening of the serious relationship.
Using these simple basic techniques, we can ensure a faster sales cycle with shorter lead times.