Without people talking to clients and prospects nothing will happen – but how do they come across in front of the people they are talking to? Do they inspire confidence and develop rapport? Do they appear prepared and do they demonstrate business acumen by showing their understanding the client’s need?
This need not be an instruction manual or book of rules; process is simply who does what to whom, where and when. As a sales campaign develops do you deliver the right information at the right time or does the customer have to ask? Are relationships being built or is your prospective client left confused and unsure of with whom he is dealing?
Does the product or service you are selling match the client’s needs? Do you describe it in his language in terms which address his need, or is your proposition tied up in jargon and technical specifications? We think of propositions in terms of ‘lust’ and ‘logic’; lust creates the desire which motivates the client to buy, while logic is the means by which the customer justifies the purchase to himself and his colleagues.
We help our clients optimise their sales people, sales process and sales proposition to deliver improved sales performance.