Developing & Implementing Your Sales Process & Selling Strategies
Understanding Your Sales Model
Before you can develop your sales process, or to understand if your sales process is fit for purpose you first have to understand your sales model.
Your sales model dictates the steps in your sales process and influences selling skills (and therefor sales training programmes), sales cycle, sales tools, reward systems, sales team structure and resources – pre and post-sale support and IT systems - and customer services.
Principles of Selling identifies four types of sales model: - 1. Order Taker, 2. Soft Sell, 3. Problem Solver. 4. Hard Sell.
The Order Taker-
The Soft Sell-
The Problem Solver-
The Hard Sell-
This is the negative version of the Order Taker. No (or limited) concern for the customer and only interested in the sale. Products may not meet customer requirements - the result is an unhappy customer, damage to company’s reputation, loss of future sales, and the company having to deal with a problem situation. its reputation suffers and costs soar. Most companies do not want to implement this model - but should be aware of salesperson behaviour to avoid this situation.
Be sure you understand the implications of your sales model before you design and implement your sales process, sales infrastructure and sales training programmes!
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