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Does
this sound familiar ?
"Our
number one difficulty is losing a sale to a decision of 'no decision'."
“I
dread creating (and defending) forecasts.”
“Most of my sales reps don’t know when or cannot walk
away from bad opportunities.”
“A prospect fogs a mirror and my salespeople grab a technical
resource and run out on a sales call.”
“Only a few of my salespeople are carrying the entire group.”
“It is painful to complete sales cycles and have prospects
decide to do nothing.”
“My manager tells me what to do; s/he never tells me how to
actually do it.”
“Our technical person did a poor job on the demo.”
“IT squashed it due to resource limitations.”
“We couldn’t get consensus from the committee.”
“I gave them our standard ‘pitch’,
but they just didn’t get it.”
These
are samples of the selling and managing difficulties that people
tell us before they attend the CustomerCentric Selling®
workshops. The CustomerCentric Selling®
program provides the capabilities needed to control and manage these
issues.
Included in the program are tactical strategies for effective business
development, goal, need and solution identification/development,
getting access to the decision maker(s), identifying the members
of the buying committee, negotiating the buying process, sales calls
with multiple people, gaining control of the situation when the
competition got in first, how to keep control at the end of the
buying process, closing, price negotiation and motivating existing
prospects who lack the urgency to take action. The program also
integrates management tools to encourage sales manager involvement,
coaching, controlling and managing the selling process. This helps
to drive revenue, control the cost of selling and improve forecasting
accuracy.
CustomerCentric
Selling® provides...
...Sales People
with a repeatable and scalable sales process that enables them to
initiate opportunities at Decision Maker levels by:
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Identifying
business goals.
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Understanding
the current situation.
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Measuring
the cost of the current situation.
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Proposing
only the parts of their product and/or services that can be
used by the buyer to achieve their goals.
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Helping
the prospect organization understand senior executive objectives
needed for successful implementation.
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Gaining
mutual agreement from the buyer on what has to happen in order
to make an informed purchase decision. |
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Documenting
that effort moving forward through a sell cycle. |
...Sales Management
with a sales process that is auditable, transferable, which can
be mapped to forecasting milestones, and is easy to implement, monitor,
coach and adjust.
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