Thoughtful Thursdays – There is only so much that you can do
Yes, you can only do so much. This reinforces the importance of making sure that it all gets done.
Today’s Thoughtful Thursdays sales thought is about doing all that you can do to close the sale and speaks to your sales process.
Marketing activites identify prospects and it is the responsibility sales to convert as many of these prospects into customers. Once a prospect is identified, they will eventually decide on one of three outcomes.
- Buy from you
- Buy from a competitor
- Not buy at all
Doing all that you can to close a sale falls to your sales process. It is beneficial to examine your sales process on a regular basis to make sure it describes all the steps required fro you to make a sale. A review also provides the opportunity to make changes to the process as required. For example, the sales process may be required to adapt to new technology or changing market conditions.
Like any process, the probabilty of success is dependent on the consistent execution of each step.
Some find it useful to have a recurring sales activity chart that lists the sales activity, frequency of that activity, method used, timing and confirmation of completion of the activity. Such a list provids a gentle reminder of all that needs to be done and when.
It is easy to let your guard down and take your sales process for granted, or forget to do everything that is required. This is the opportunity your competitor is waiting for. Do not make it easy for them, they would not do the same for you.
It is a hard fought battle to convert a prospect to your customer and you are not going to win every one.
Of the three outcomes described at the beginnig of this post, you know which one is the most desirable.
Good selling,
Richard
Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.
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