Defined Sales Process
Is yours working for you?
A thorough understanding of how your company’s sales process flows is the key to improving it. In taking a potential buyer of your offerings from Suspect to Prospect to Customer and beyond, does your company have a defined sequential process?
An example: ABC
Services provided commendable heating & air conditioning services
to commercial properties in the area. The facilities manager for ABC’s
largest Customer took a job in another part of the country and the new
manager, Joe, was not familiar with ABC. Instead, Joe called a few of
ABC’s competitors for quotes but did not include ABC because he was
unaware of any previous relationship. If ABC had a system in place for
consistent communication with prospective AND existing Customers, they
would have had a better chance of maintaining the business and building
a new, strong relationship with Joe. ABC Services lost business because they did not have a defined sales process!
We create simple yet effective sales processes that integrate smoothly into your company culture and structure
What is your strategy for contacting the people in your marketing universe (your Suspects)? These are the people whom you know about because they are in your database, but they might not necessarily know about you and your company. What are you going to do to change that? The most common proactive ways include:
Determine the best way to introduce yourself to your suspects. What is your goal for that initial contact? What ‘rules’ will you put in place to differentiate a Suspect from a Prospect? At each stage of your sales process, what messages are consistently being communicated to potential Customers?
Perhaps most importantly, what is your process for maintaining an existing Customer and giving them no reason to consider your competition next time your product or service is needed? We’ve seen many cases similar to the example above where an existing Customer was ‘lost’ simply because of no ongoing, consistent communication.
The Surfside Group can help you:
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create a defined sales process
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implement the sales process
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know who is responsible for ongoing management & implementation
Why not Contact Us today to learn more about how The Surfside Group can create a defined sales process for you and your sales team?
The Surfside Group - 4060 Peachtree Road - Suite D-202; Atlanta, GA 30319
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