Four simple Sales Tools can make the difference between the average sales performer and the Ninja superstar. They have nothing to do with clever tricks or motivating philosophies. They have everything to do with being organised, focused and productive.
Anybody responsible for sales, from the raw recruit to the Managing Consultant, will produce more revenue when they use these Sales Tools to manage their time.
Sales Funnel
You have a territory, perhaps geographic or industry based, and everybody in that territory who might buy your product should be in your sales funnel. This is pool you fish in for prospects, or depending on your product, cultivate them. In the sales funnel you research, evaluate and sort potential customers into those you’ll target, and those you won’t.
Activities in the funnel might include telemarketing, email campaigns, exhibitions – anything that gets attention and builds demand. Your objective in the funnel is identifying targets and turning them into suspects – people not currently in a buying process but with an interest in your product of service.
Sales Pipeline
You have active prospects – people in the process of evaluating your product. They are in the buying process and need a different level of attention – evaluating their requirements, business imperative, process and propensity to buy.
Activities in the sales pipeline will include requirements surveys, proposals, presentations, references and contracts.
Sales Process
You need a standard way of doing things. A way of pitching prospects and managing their perceptions through to the sale – a sales process. Whichever process you choose, it has to be yours. You own the results, so you own the process and are responsible for improving it wherever possible.
Activities in the sales process will include presentation, qualification, negotiation and contract close.
Sales Plan
Failing to plan is planning to fail might be a trite phrase but the sentiment is inarguable. It’s either plan to be successful or hope to get lucky. Professionals plan while amateurs hope.
Activities in the sales plan will include understanding the business imperative, identifying the decision makers and influencers, ensuring there’s a budget and time frame and making sure your support resources will be there when you need them.
Regardless of your business, product, service or territory? Whether you’re the business owner or a commission based producer? Whether you’re a managing consultant or selling home services?
Using these simple Sales Tools will help you organise, focus and sell more. I guarantee it.
And by the way, if you decide some great software would be helpful, with templates, processes and examples come back and see us. That’s why we built Front Office Box.
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