Along the Sales Process
Sales Process
Experiences have shown that successful sales follow a sales process. This process is for every company different. During the workshop "Winning Complex Sales™" we work with actual projects and find out YOUR ideal and optimal sales process.
Account Development
To expand an existing client is in most cases less cost intensive then to win a new one. This especially also because an existing client already knows you and we can count on the support of different persons from the Buying Centre.
New project / new client winning
It becomes more and more difficult to win new clients and projects. This because products and services become more and more similar. The client wants to reach with our solution a value add for his business. For this reason we first have to understand the client’s business first.
Identification
When you know how you could attract a new client you have to get into contact with them for the first time. Also today you have to use the telephone for this activity. The first "30 seconds" of the telephone call are the most important ones.
Qualification
The saying “the one who is asking is leading” is absolutely right in this sales phase.
The more I know about a client in the beginning the easier it will be later to develop the value propositions.
Cover the Base
Good sales see one of theirs main reasons why they win more projects in the fact that they know at the right time the right people.
Proposal
Bigger presentations should be done first in the proposal phase. Before all the client’s requirements should be clarified. The proposal then should be personalised. Of course you will have to present your proposed solution to the client.
Presentation Structures
In the workshop «Presentation structure» you get tipps how to structure an attractive presentation.
Decision
Because in sales, contrary to sport, only the gold medial counts, it is important that the sales also can close a deal.We are often asked if we could run closing technique workshops.
Implementation
Very often there is a gap between the sales process and the following implementation. The client does not understand why information he gave the sales person not was communicated to the implementation people.