Thoughtful Thursdays – The cyclical nature of sales
Most things wear out or get used up and require replacement or replenishment at some point in time.
As buyers we keep our eyes open for sales or specials as products reach the point of needing to be replaced or replenished. As sellers we want to have our products and services in the minds of the buyers when those times approach. Being top of mind is key to customer acquisition and retention.
Here are a few items to be aware of to help insure that your sales activities line up with your customers’ buying cycles.
- Product lead times
- Expiring contracts
- Product life – when will it wear out?
- Product usage by your customer – how much and how often?
- Pending human resource retirements
- How far ahead your customers’ plan
Staying ahead of the sales cycle is important to stating top of mind with your customer. Plan your activities so that you are most visible when they begin to look. This will maximize the use of your time and enable you to maintain a larger list of opportunities.
Sales is cyclical in nature and the successful sales professional stays ahead of that cycle.
Good selling,
Richard
Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.
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