How well do you understand your market, your customers and the subliminal reasons behind why they would want to make a purchase from YOU? Smart selling is about understanding buying behaviour, projecting accurate sales figures, keeping the sales funnel topped up and engaging with customers at a level they prefer, not what you prefer.
Smart salespeople know it’s not about getting the deal all the time, but about building relationships through active listening, patience and an adherence to measuring and monitoring the key events in the sales cycle in order to understand if the process is stalling and when to recognise other opportunities.
Do you know . . .
Q1: Why prospects buy AND don’t buy from you?
Q2: If your brand creates a bond with your customers?
Q3: The difference between a suspect and a prospect?
Q4: The road map of your sales cycle?
Q5: What your client expectations are?
Q6: How many invisible salesman are working on your behalf?
Q7: If your message is understood by your clients?
Q8: The value of your lost opportunities?
Q9: If your sales message sells or tells?
Q10: If you are mining for gold in your own sandbox?
Q11: If your customers think you are as good as you say you are?
Q12: If your product or service provides mutual satisfaction?
Q13: Your conversion rates ALL the way through the sales cycle, NOT just on prospects?
Q14: Your sales cycle KEY touch points and how to measure them?
Q15: When to say no?
Q16: Whether online & social media is appropriate for your business?
Q17: How to test new marketing ideas with your target audience?
Q18? How to build a brand story that resonates with your clients?
Q19? How to test new marketing ideas with your clients?
Q20: How to prepare a measurable sales plan so that projections meet revenue targets?
If you answered NO to more than 5 of these questions, you probably need to talk to us.
To ascertain a start point for your programme you can conduct a . . .
1. Sales Checklist . . . asks the question “Are you doing it” and identifies gaps
2. Sales Health Check . . . asks the questions “are you doing it, should you do it and how important is it – identifies gaps and summarises strengths and weaknesses
3. Sales Review . . . asks the questions “are you doing it, should you do it, how important is it, and how well have you done it and identifies gaps. Report includes summary of strengths and weaknesses, scorecard rating, graphs and a priority action list.
4. Business Gap Assessment. . . ideal to identify business gaps against an industry standard, your internal goals and external client expectation. > read more