When was the last time you took a close look at your sales process, starting with lead generation and working right through to the close?
It may have become more complex or intricate than it needs to be, which may burden prospects with needless, time-wasting activities.
And that could be killing your sales.
Ask yourself these questions
Examine your sales process by asking yourself the following questions:
- How many steps does your process have?
- How complex is it?
- How difficult is it to learn?
- How difficult is it to implement?
- Who is required to do the majority of the work? You? Your prospect? Someone else? (It shouldn’t be the prospect)
- How difficult is it for your prospects to follow? Do they know what to expect next? Is it a process they’re familiar and comfortable with?
- How time-consuming is it for you?
- How time-consuming is it for your prospect?
- How does your process compare to the process used by your most successful competitors? If you had to sharpen your process, where would be the most logical places to start? What happens – or doesn’t happen – at this point that encourages fallout?
- How would you rate the effectiveness of your process in achieving your major sales goals? If less than excellent, why? Are there simpler, more effective strategies that can replace some of the steps in your process?