Manage the Sales Effort with Predictable Results
It's a humorous analogy, but there's nothing funny about your sales force being out of control. If you're managing your team’s sales effort, you need three things more than anything else:
- A predictable pipeline of qualified leads
- A reliable sales process for transforming those opportunities into sales.
- A shortened sales cycle that improves cash flow, enterprise security, and profitability.
The Dangerous Myth of "Going Out to Get the Sale"
Whether your salespeople are leaving the office to "drop in” on prospects or picking up the phone to cold call, going out after the sale all but guarantees a tendency to sell every prospect willing to listen - which is kind of like answering e-mail spam with the hope of "converting them to a sale."
Replacing cold calls with effective Pull Prospecting methods focuses time and effort on creating a pipeline of qualified prospects – individuals or companies who have contacted you with an interest in doing business. This leads to predictable, shorter sales cycles and improved cashflow.
Transforming Leads into Sales
Managing salespeople is easy when you're helping them win commissions. Give them the secrets of getting through the normal sticking points - the things that keep them from winning the sale - and they become all ears.
And that's The Brooks Group approach - our IMPACT Selling process focuses on the practical know-how of moving sales through each stage of the prospect's buying process. Things like how to:
- Prepare for the meeting so that your salespeople impress the prospect with how much they understand and "get" their situation
- Address the prospect's personal desires that normally hide below the surface, and how to use those wants-based insights to ensure an open mind when it comes to selling needs-based benefits
- Set up success in later stages by properly positioning yourself at early stages
- Use “templated” interactions to smoothly move the sale to the next stage
- Keep from getting bogged down or beaten up on price
When you know the stages buyers move through and what your people have to do at each stage, you can actually manage the sales effort with predictable results.
No more vague reports from sales calls that provide you with no way of gauging the salesperson’s position or momentum with the prospect. You'll know exactly how far along things are and what needs to happen next. As with any part of life, when you implement a real, linked sales process, bottom-line results become much more predictable and bankable.
And the best part of this? When you partner with The Brooks Group, we can deliver the follow-up coaching and reinforcement to give your people hands-on training while making the implementation process easy for you!
Shortening the Sales Cycle
There are two great mistakes people make when it comes to shortening their sales cycle:
- Assuming that it can't be done
This is self-defeating nonsense. You already know that some sales go quicker than others. Is it that hard to imagine more of your sales fitting the fast track and fewer getting stalled out?
- Thinking that it can be done at end stages of the sale
When prospects buy quickly, it's always because they go into the sale with a felt need for your product or service, the ability to authorize the purchase, and a high degree of trust in the salesperson and their organization.
None of those things can be produced during price negotiations or through a closing technique. All of them are established during the prospecting, investigating, and initial meeting of the customer. In other words, they are part of the early stages of selling!
When you implement the IMPACT Selling System, you're sales cycle will shrink and your cash flow will skyrocket.
Stop Herding Cats and Start Riding the Tiger
Getting started with The Brooks Group is easy. Our deployment methodology allows us to tailor sales training to fit your unique needs and to be absolutely seamless to your selling environment while providing incredible flexibility in delivery of our content and coaching. Contact us and start transforming your sales results today.
Or pre-test our sales management methods by attending our Sales Management Symposium. We'll put the cost toward any future training partnership and even refund your money if you're not thrilled with the specific know-how and techniques you learn.
