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Many business owners and sales executives find that their sales
people are unable to comfortably and succinctly describe what they
are selling. They struggle for the right words and often ramble
for minutes summarizing a confusing list of features and benefits
associated with a company's products and services. If the agent
luckily mentions a feature that sticks with the prospect, a sale
might result.
But what if a cascading list of features doesn't connect with the
prospect? How many sales are lost because the agent hasn't focussed
their message for a specific prospect profile? How many sales are
lost because the sales rep wasn't able to focus their call to identify
what the prospect really needed? Two minutes of rambling about features
and benefits can generate limited results.
If you are a businees owner who needs to refine and focus the efforts
of your sales team, Discovery/Fulfillment® offers a simple structure
and process to make that happen. Anilor's Sales Consulting process
will help your team more effectively identify prospect profiles
that your company is targeting. It generates questions and strategies
that will engage prospects in consultative exchanges of needs and
solutions. Your sales team can acquire lasting skills to match prospective
customer's expressed needs with the product or service to be sold.
The following questions will help you determine how Anilor can help
you increase sales at your growing company.
- Who are you selling to? Can your sales people describe the
key prospect profiles that will answer the phone? What call strategies
are they using to adjust to various prospect profiles and stated
needs?
- What is your marketing message and does it match what your sales
people are selling? How accurately could your agents map your
value propositions if asked to do so?
- Are your sales people promoting the value propositions that
prospects actually need and are most profitable for your corporation?
- Do your sales reps possess the skills required to conduct an
effective consultative sales call? How well are they able to focus
the call on discovering needs before trying to sell?
- Are you selling and earning as much as you your business plan
projected?
- If your people are selling less than they should, what plan
do you have in place to improve your selling process?
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