If You Had to Rebuild Your Engine Every Time You Got into Your Car, How Often Would You Drive?

Sounds crazy, doesn’t it?  Unless you have a passion for rebuilding engines, you probably wouldn’t drive much at all.  Yet, if you don’t have a solid sales process in place for your business, you are, in effect, rebuilding the “process engine” each time you engage with a prospect.

Just take a moment to think about it.

A sales process is a set of clearly defined steps that helps you to advance your prospect from your initial engagement with them as a lead to the final step, where they become a client.  If you structure your process correctly, you only need to worry about going to the next step.  Eventually, you and your prospect will find yourselves at the last step, when the prospect turns into a client.

If you don’t have a process in place, you will likely end up with one or all of the following scenarios:

  • You will end up following the prospect’s process instead of your own. 
  • You will skip key points in your presentation.  
  • You will give your process information that is out of sequence.  
  • You will miss opportunities to address the prospect’s concerns.  
  • Your prospect will make a decision without all the facts.  
  • Your prospect will choose a competitor who is smart enough to have a well-defined process in place.

The list goes on.  Sometimes you will make a sale, other times you won’t.

A good sales process gives your outcomes predictability because you can sequence your presentation in a way that makes sense to your prospect.  It will let you create opportunities for joint participation, where you can identify key concerns with a prospect who is engaged.  You will be able to define the areas where you need to shore up your process, so that you do not lose qualified prospects.  You will have prospects who commit to staying with you and ultimately, you will close more deals.

Contact Fairfield Business Solutions to learn more about how to set up a productive sales process.

About The Author

Fiona F. Middleton, MSM CEO and President Fairfield Business Solutions http://FairfieldSolutions.com

Fiona F. Middleton, MSM
CEO and President
Fairfield Business Solutions

Fiona Middleton, MSM is a compelling guest speaker with extensive experience in boosting productivity in sales teams.  As President and CEO of Fairfield Business Solutions and an authorized DiSC distributor, she helps organizations build more productive relationships to achieve breakthroughs in growth. Fiona has taught undergraduate courses in business ethics, marketing, advertising, mediation, negotiation and a variety of other business and communications topics. She is the author of numerous articles on marketing and senior care who has made frequent guest appearances on local and national radio.  For more information visit Fiona’s profile on Linked In http://www.linkedin.com/in/fionamiddleton.

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