This is the fifth in a series of articles for e-learning for Advanced Sales Training for IT and High-Tech Sales.
"Sales Strategy – Not all sales are good sales”
Nobody wants to give up on a potential sale, but not all sales are good sales. Some sales could be bad for the salesperson, the company, and the customer.
Is this a good sale?
Before proceeding through your selling process it is appropriate to review and qualify the sales opportunity!
There are four questions the salesperson and sales manager need to ask before and during the sales process: -
1. Do we know if this is a real opportunity?
2. Can we meet the decision criteria?
3. Can we win?
4. If we win - So what?!
These four questions are supported by supplementary questions such as:-
· How well do we know this customer – e.g., what PESTLE (Political, Economic, Social, Technical, Legal, Environmental) changes are impacting them and how?
· Has the customer agreed there is a need for action?
· How well do we know the decision process, timeframe and people involved?
· Do we have access to the people with the power, money, authority and need?
· Do we understand the competitive situation?
· Is it worth winning, what are the costs, profits, and risks involved?
These and many other questions and their answers can be setup as a matrix scored and reviewed by the salesperson and sales manager throughout the selling process. For example:
The results will identify gaps in knowledge, help you develop your sales strategy and support the decision as to whether you should proceed or withdraw from the sales opportunity – Not all sales are good sales!