At some point in the sales process the question of budget must be addressed. Ideally – it would be great if the prospect would volunteer their available budget, the price they are currently paying or even what other competitors have quoted…how often does this happen? Furthermore, if this information is volunteered by the prospect, then… Continue reading Asking the Budget Question
I like Solution Selling – executed properly, with integrity and attention to detail it works better than any other method….for starting the sales process. Yes, big caveat there. Solution Selling provides a controlled framework for the start of the sales process…and finding out what the prospect needs and opposed to what they think they need,… Continue reading Is Solution Selling Enough?
For today, tomorrow, next month, next quarter and beyond…the sales funnel is the start of the whole sales process. Filling the sales funnel with good quality, highly qualified prospects on a regular basis, and pro-actively working the sales funnel should be a part of any sales persons activity…but rarely is this task given the priority… Continue reading Measure or Fail – Filling the Sales Funnel
An inaccurate sales forecast is a disaster. An inaccurate sales forecast means underlying issues in your sales process, and the understanding and management of that process. An inaccurate sales forecast indicates you will be losing business, losing opportunities and forfeiting profit. Business and profit will be going to your competitors at your expense. In my… Continue reading Creating Certainty in the Sales Forecast