Thoughtful Thursdays – Sales check lists
Todays thought on sales is about something that most will agree is valuable and in the same breath will not like doing. It is when your sales process is working well, the discipline of executing each step in that process are most likely to be taken for granted.
The value in having a sales checklist is the resulting minimization of delays in the sales cycle. When you find the process slowing down, a check list can provide a way of determining the reasons.
- Are you talking to the right person?
- Are there hidden stakeholders?
- Do you know the financial health of your customer?
- Do you know how your customer contacts are measured?
- Are you helping them achieve those objectives?
- Do you know who your customer’s customers are?
- Are you knowledgeable about your customer’s industry?
- Have you conducted a credit check on your customer?
- Have you investigated your customer’s emotional cost of changing suppliers?
- Have you confirmed the competitive situation?
There are many factors that can affect the sales and buying process. Having a check list to refer to will help insure you have not taken anything for granted and keep your sales cycle from being extended.
Good selling,
Richard
Have a question about sales? Contact me and I will respond.
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