In today’s competitive market, the ability of businesses to sell effectively often determines the successful growth of a business. If a business is generating large quantities of great leads, but cannot convert these into sales, that business will struggle. So before we start looking at the key factors that make people buy, let’s firstly get …
Sales & Marketing
I met with a business owner last week who has tried unsuccessfully for some years to break through a turnover figure which he has been desperate to achieve for many years. He has got very close in the last few years, without making that final break through which would bring him the level of success he was looking for.
Most salespeople accept that they follow their own script, let’s call it a process. It’s just they are not aware that they use the same words and phrases (mini scripts) in each and every sales interaction but they have not formalised it. However, without understanding the script (process) their performance can be variable and this lack of understanding when multiplied over a whole sales team can have a huge commercial impact on a business. Surely, the goal is to understand what works well consistently and then incorporate the best practices across the whole sales team?