Written By: TMSA Staff | Jan 3, 2017 12:00:00 AM
By John Boyens, Boyens Group (and TMSA Affiliate member)
To ensure Sales Success month-in and month-out sales professionals must master the art as well as the science of selling! Most salespeople focus on the art of selling. The art includes building rapport, creating personal relationships, good communication skills, etc. All very important! Equally important is the science of selling. The science includes the creation of individual success formulas, establishing activity levels and most importantly following a sales processes that is repeatable and scalable. Our Productive Selling Zone® is a 5-step, consultative sales and sales management process that ensures buyer/seller alignment. The 5 steps are:
Let me take each step one at a time. How do you get leads? Are they company generated of self-generated? Here are some examples of company generated leads:
Here are examples of self-generated leads:
Once you get a lead it is important to quickly qualify/disqualify the opportunity. Once qualified make sure you establish a practice of effective, pre-calling planning. Successful salespeople:
After doing pre-call research successful salespeople schedule a meeting (or a call) where they:
The next step is to link your unique capabilities/solutions.
Lastly, successful salespeople:
Are you enjoying the success you deserve in sales? For more information contact the Boyens Group®. www.boyens.com or (615) 395-0200.
Tags: Sales