Archive | September 2011

Increase Your Sales Throughput with Process Alignments

No matter what you offer for a product or service, customer buying habits have changed and organizations are becoming increasingly frustrated by a lack of market understanding, conflicting strategies between marketing and sales departments, and a lack of understanding about buying decisions.  These frustrations are leading to unfocused selling efforts and wasting precious marketing dollars.To combat this, organizations must align their sales & marketing process to answer key questions in each stage of the prospect’s buying process in order to convert market opportunities into sales.  Here are some pointers about what you need to accomplish when the prospects are asking the following quest  Why do I need to solve this problem?

     The customer is looking to learn so you should teach them in the way that they want to learn.  Connect your teaching to something they’re passionate about but remember to be polite and keep it relevan

Why do I need you to solve this problem?

     The customer needs to make a decision so you need to become a trusted advisor by creating relevance, building credibility, demonstrating value, and being honest about limitations

Why should I buy from you now?

     The customer is looking to commit so you need to motivate them by providing a reason and making their decision easy by eliminating risk.

How do I get the most out of my purchase?

     The customer is looking for confirmation so you need to continually add value, fix all problems as they arise, and inspire them to demonstrate why they made a good decision.

By aligning your sales process to your prospects buying process, you will shorten the sales cycle and utilize your marketing dollars more effectively because your efforts will be focused.