Buy Cycle Sales Funnel
Having a well developed sales process is critical to success in any economy but is especially important today when buyers have so many competitive choices.
It is common for sales people to be optimistic about their sales pipelines that they lose sight of the need for buyer and seller commitment to successfully close the deal. A commitment driven model is more realistic as it is benefit driven rather than featured focused.
The customer must be interviewed to acknowledge to the sales person their problem and the pain the problem is causing.
The funding stage is the next step. The customer (buyer and seller) must commit to spend a defined amount of money to make the problem go away and the desire to no longer live with the pain.
Time defined commitment to next steps and timelines can then be created. Many clients are visual and work best to deadlines. The result is improved meetings and more frequent closings.
© Paul Roesch 2009
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