Solomon Says: "Structure of Sales = Mental Preparation, Finding, Engaging, Advancing, Qualify, Communicate, Commit, Implement, Satisfy, & Repeat"
All sales efforts are not created equal.
Neither are sales people, sales managers, sales organizations, products or buyers.
Because of this, the sales effort that worked in one company will not necessarily work in another. Unfortunately, the training a sales professional received in one organization will often not translate well either. In fact, the best spend a company can make in training is one that is customized to their own product or service! While more expensive to start, the long term reduction in "cost of sales", and "time to money" from a new sales person is far more impressive than a bank executives bonus!
Rather than purchase a one size fits all sales training program, either for the company or the sales professional, the most effective path is to understand the structure of sales, and then build your companies sales process, and sales education around the structure you actually operate in.
To create the greatest possible efficiency in sales, Solomon offers the following structure as the fastest path to money with the lowest effort and cost.
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Mental
and Emotional Preparation |
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3 Major
Sales Phases |
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Opportunity Discovery |
Sales Prosecution |
Post - Sale |
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Find |
Qualify |
Implement |
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Engage |
Communicate |
Satisfy |
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Advance |
Commit | Repeat / Referral |
If I can help you with this, give a shout. Your career in sales matters!
Respectfully submitted,
Solomon
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