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Berkshire | david.davies@sandler.com
 

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Sales Process

Here's a Mystery.  

Most departments in an organisation have a common language and a common process.

Everyone in Accounting talks the same language.

In Marketing, there's a very analytical process by which everyone agrees to measure results.

In Operations or Engineering, or any other part of the organisation you care to name, everyone agrees on the process by which things get done, and everyone agrees on the key terms that connect to the process.

You’re meeting with a prospect. You’ve asked all the appropriate questions to uncover the prospect’s problem, concerns, desires, goals, and expectations. After fully analysing the situation, you announce with no hesitation whatsoever, “No problem. I have exactly what you need.”Add a little drama

Does the prospect gasp a sigh of relief, utter under his breath, “Thank goodness,” and pull a purchase order from the drawer? Perhaps in Grimm’s version of the story, but not in the real world.

Why?

Ask salespeople to list their least favorite selling activities, and you can count on “prospecting” being at the top of the list. And, the least favorite of all prospecting activities is unquestionably making cold calls.

Why have a system?

Most of us in sales have one particular aspect of the selling process we particularly dislike. For many it goes beyond dislike and we might actually dread the thought, let alone the act. That aspect is often cold-calling or prospecting calls.

A sales template is defined as the step by step set of interactions you want your prospect to go through because it will give you a clear competitive advantage or otherwise increase the chances of you winning the business. An efficient sale system enables you to consistently achieve a desired outcome or set of outcomes without wasting time, energy, money etc. The most effective sales templates are basic enough to accommodate for change (focused on each stage of the sales meeting).