Feeling that some "secrets" are too delicious not to share, I put down some of my insights on the sales process, based on my 30+ years experience in the field.
1. The Sales
Secret
some secrets are too
delicious not to share
flickr.com/photos/bookriver
2. First things first: we must create a “condition” for sale
flickr.com/photos/an_untrained_eye
3. In order for this to happen, the lead must be converted into
an “opportunity”
flickr.com/photos/bluerockpile2
4. The prospective client must:
.Agree
.Accept
.Decide
to explore the “change” that
we propose or the one he has
identified by himself
flickr.com/photos/an_untrained_eye.
5. In order for a lead to be converted to “opportunity” there is one prerequisite:
they should consider the “change” as an imperative need.
flickr.com/photos/mrtambourine1
6. Surely though, you have already realised that even when a lead converts
into an “opportunity” it is not certain that it will convert into a “client”
500px.com/ almost-there!-by-renan-camargo
7. Here is where the “sales secret” lies
flickr.com/photos/mistoacrilico
8. A lead will convert into a “client” only if we ensure “commitment”
between the two parties
500px.com/nofar-nagati
9. In short,
between “opportunity” and “sale”
it’s imperative
that we develop:
10. .Commitment to change
.Commitment to collaboration
.Commitment to consensus
.Commitment for possible revisions
.Commitment to resolve any concerns
.Commitment to decision making
.Commitment for implementation
.Commitment to the cost
.Commitment to payment
500px.com/stop-by-escalonilla