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The route to a successful sales organisation:
1. Successful organizations manage costs AND drive revenues.
a. Sales people have to be ever more effective, selling more with the same resources.
b. Recognise that the customer makes the decision to buy - the sales person facilitates the buying process.
c. Appropriate propositions to sell….supporting the strategy
2. Selling is a conversation between 2 people/organizations
a. Uncover issues that people are prepared to invest money in to solve
b. Confirm that you have a potential solution
c. Convince the customer that your solution is best
d. Agree what needs to happen for them to buy
i. Simple and effective communications between the 2 parties
ii. Talking without listening is not a conversation
Customers pay to have someone solve their problem.
Clients do not care about your sales methodology. They care about having their issues addressed.
Sales methodologies should not complicate selling. They are there to help manage the sales process.
Effective sales people require:
Managers who coach; Processes that work, and;
Messages that add value