Prospect
to a Customer- A Journey
In sales function converting a
prospect to a customer is like going on Journey:
·
The Journey can either be long or
short
·
The journey can either be an
adventure or smooth drive
Whatever is the journey, let's not
forget that a passenger called prospect is sitting with us & he will
determine the destination or completion of Journey.
Let's understand why Some journeys
are short and why some are longer?
Some sales calls close in a stipulated
time, but whereas some sales calls take more time against the normal time.
Here are some common mistakes that
delays the process of converting the prospect into a customer:
Explicit need is addressed, but
implied need is not, addressing the need is not a technique, but uncovering the
implied need is the top gear in the journey of sales.
Ordinary sales persons ask questions,
but Extraordinary sales professionals’ probe for underlying issues, pressing
problems, etc. The quadrant below will help you understand, how to uncover
the customers' needs
Ask for yourself, are you cleaning
the car outside or are you checking the engine inside. Remember, selling is a
function of appealing to the brain & the heart as well, if you deep dive in
the heart you can understand how to uncover the customers need based on the 4
quadrants.
Let’s understand why some Adventure
or a Smooth Drive
Some sales calls are cake walks, the
discussion leads to a deal, but whereas some sales calls are like walking in a
maze, hence it becomes an adventure by itself.
Sometimes, Getting the right person
to the discussion table is a daunting task and it is very important to
understand the need from his mouth. This can happen only when an effective
pre-sale preparation is done.
There are situations where the
decision maker is accessible, but the influencer might not be available, in
such case the salesperson should understand who are involved in the purchase
process & should ensure that, relevant people are there in the discussion.
The above pre-sale preparation, not
only reduces the number of visits, but it also reduces the time involved in the
purchase process.
Your sales process can either be a
smooth journey or an adventure it depends upon your pre-sale preparation.
M.L. Narendra Kumar
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