Is Your Sales Process Optimized to Catch all the Details?
Too often in professional selling, we rush to close deals. Subsequentially, we fail to pay adequate attention to critical details. These details often make the difference between success and failure. Actually, it happens every day across enterprises. In fact, it has plagued us for millennia. The reality is this. Our sales process is usually at fault. It’s time to consider sales optimization.
Details are missed when we take shortcuts with our prospects. Those missed details negatively impact our company. It can even affect our customers three or four months from now. This is why sales optimization is so critical for success. Optimizing our sales process ensures that critical tasks and customer insights don’t fall through the cracks.
Sales Optimization 101: Wasted Effort
Think about it for a moment. Moreover, truly reflect on all the miscommunications, wasted effort, and lost revenue that resulted from those missteps. Did you really lose on price or was it something else? What if everyone spoke the same selling language? This one language could get you all in synch with each other and with your customers.
What if your team fully understood what information was required to understand customers and bring meaningful impact? I’m not talking about sales tips and closing techniques. Specifically, I mean a better way of engaging with your customers/prospects. Moreover, I’m talking about a sales process that synchronizes your pursuit. Sales Optimization is the tailoring of systems/dialog to produce effective customer interactions.
I often write about customer experience and sales as an enterprise process. So please understand one thing. The manner in which our teams engage with customers is critical to effective business strategy. So we must collaborate. Furthermore, we must function as a single unit with a common mission. To do this effectively we must have a common language. Also, we must establish a sales methodology that unifies our primary, support, and extended teams.
Point in fact, we live and work in a hyper-competitive environment. The battles we fight are often won or lost based on interpretation. What one man interprets as insignificant, another man sees as powerful ammunition.