Bob Beck Sales Expert Talks About Managing the Sales Cycle

Bob Beck Sales Expert Talks About Managing the Sales Cycle How Strategic Selling Controls the Sales Cycle Do you know to function in managing the sales cycle you should incorporate strategic selling techniques? Sales professionals often scratch their heads when I let them know they have to control the sales cycle. The first place you will need to focus on is the rules of engagement regarding the buyer and seller. Review these rules of engagement. No one is sure why, but they are becoming the norm. That doesn't make them correct. How they work is put the seller in a subservient relationship and they can be misconceived. Rules of Engagement 1.The customer/prospect is definitely right. 2.You can't sell over the telephone. 3.People only purchase from people they like 4.You can't control the sales cycle as a salesperson 5.You can't say no to the prospect. 6.You can't take control of the sales cycle. 7.Prospects usually buy from the vendor along with the lowest price. 8.Executives are not really considering your solution. 9.Closing is an essential part of the sales cycle. Strategic selling is about taking control. Based on the numerous sales professionals we train each and every year at Sales Builders in our Quid Pro Quo Sales Training, we find that the top three most common issues sellers face today are: •Longer than anticipated sales cycles •Reps chasing unqualified opportunities •Lack of consistent performance Many companies are chalking their lack of sales performance up to the present economic conditions. We have found, from years of experience that these same issues exist in good and bad economic conditions. When times get a little tougher, it is the responsibility of sales management to differentiate their sales approach, possibly even more than their value proposition. This all comes back to breaking the preconceived rules of engagement for selling and controlling the sales cycle using a strategic selling approach. For more information: Visit www.SalesBuilders.com

Bob Beck Sales Expert Talks About Managing the Sales Cycle

by Bob Beck on Apr 06, 2011

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Bob Beck Sales Expert Talks About Managing the Sales Cycle — Document Transcript