A growing body of evidence demonstrates that companies with a clearly defined sales process will consistently out-perform those that don't and by as much as 25%. A good process should combine world leading strategies and local best practice.
The key steps should include:
- Researching the market and identifying hot prospects
- Making and maintaining effective first contact with prospects
- Getting clarity on what the customer wants, needs and has the budget for
- Developing a relevant proposition to meet the customers need
- Adding value and maintaining an acceptable margin
- Obtaining buying commitment and completing a sale
- Building long-term and sustainable business relationships
- Creating an energised referral network that can deliver live leads