Web based contact management CRM
The idea is simple. Qualify the prospect aggressively early in the process. Then conserve your sales resources for the prospects that have a real shot of buying. But it’s a big switch. Most sales people use presentations and proposals as their initial hook. Of course putting those presentations together and coordinating the meetings is where most of their time goes.
If qualifying is about figuring out how the customer will cost justify your solution, then if you don’t have the answer yet, how do you decide what the best next step is? What if you start by asking yourself what’s in it for you? I don’t mean the obvious size of the potential deal. I mean what do you get out of the next step? That’s the counterintuitive part. We’re talking about selling something here. You don’t get paid until the deal is closed. So, it’s not always clear how to quantify the return on the interim steps in the sales process. No one’s going to pay you to show up and give a presentation.
The classic sales advice is "ABC - Always Be Closing". But in a complex sale with several steps in the buying process, you’re always happy to dish out the next step in the process just so that you can get closer to the closing step. More Information:
If your sales process is demo, needs analysis, proposal and close, then first of all, it should be needs analysis; demo, proposal and close (see Double Your Sales in 2009 installments 1 and 2). When you’re finishing up the needs analysis, you first decide if their needs justify your solution, then you ask yourself what the prospect can do to ensure that your demo has the desired effect. What’s that desired effect? THEY ask YOU for a proposal! Read the entire eBook: http://sellsellsell.salesnexus.com/
The Law of Attraction
The tough part is to resist the temptation to say "YES" immediately when a prospect asks you to do the next thing in your process. Work on saying "Well, I may but, would you do THIS for me?" Clearly, that’s going to be a big change. What makes this approach difficult is precisely what makes it so powerful! Prospects are not used to hearing no or maybe from sales people. When you respond to their requests with questions about what they’re willing to do in turn for you, it completely sets you apart from your competition. It creates the impression that you’re someone who values their time. That makes you attractive to them!
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