Thought for the Day
“Creativity comes from spontaneous meetings and random discussions. You run into someone and ask what they are doing and wow, you are cooking up all sorts of ideas”
Steve Jobs
Speeding Up Your Sales Process
At my July Coaching Group for Professionals we worked on Speeding Up Your Sales Process.
We started by looking at how much time we were spending on Sales and related activity. The Group were between 15% and 30% but all felt that wasn’t enough.
We then went on to Process Map what we do now and rating it against the following criteria:
- Customer Lifetime Value = say 10 x Spend
- Acquisition Costs
- Referrals
- Lead Generation
- Qualify Leads
- Meetings with Prospective Customers
- Proposals
- Pricing
- Problem Solving
- Conversion Rate
Rating of our sales process in the group was from 65 to 82 out of 100
Try this by marking each out of ten Now and again for Where you want to be – where are the biggest gaps and what action can you take to close them?
We then looked at Simon Sinek’s Golden Circle, the Sales Demand Cycle Option Selling and SPIN Selling before looking again at our sales process and what we could do to speed it up
Here are some of the ideas form the workshop:
Discovery – Get the information before the meeting
Proposal – Produce proposal at the client meeting
Find your WHY – Simon Sinek see featured video
Waiting – Be relentless in reminding third parties for the information that you need
Motivation – Help your client achieve their dreams and goals
Which of these ideas will help you to speed up your sales process?
Featured Video
Simon Sinek on getting your message across:
Just follow this link:
https://www.youtube.com/watch?v=IPYeCltXpxw
Professionals Growth & Profit Group
I run a successful Coaching Group for Professionals which meets four times a year for half a day to work on common issues as well as one 2 one coaching. The Action Learning Workshop format means I bring along tools and processes that help us solve the problem that we are addressing, and every member takes away something of value to them and their business to help them become more Productive, Grow faster and make more Profit.
If you would like to attend or know someone who would benefit from this approach. please contact me by email alan@mrwcs.com or phone 07860 813444, to arrange to have a coffee.