7 Elements of the Sales Cycle
Seven Elements of the Sales Cycle:
1. Identify leads.
2. Communicate with non-key people.
3. Communicate with key people.
4. guide and motivate customers to select product criteria.
5. Designing programs.
6. Ask for a contract.
7. Successful collection of payment.
Sounds like making good sales is about capturing the most important job of the day (successful promotion).
When following up a customer will be relatively easy to manage (successful promotion) of the next step in the promotion of the target, but every day will generate new leads, every day and in the promotion of different stages of the sales process of the customer base, this time the sales can still be organized to manage the next step in the management of each customer's (successful promotion) of the target? For example: what frequency of follow-up is maintained for different customer groups? Develop what strategy to follow up, the use of what sales techniques and tactics, etc., these factors will affect the results of (successful promotion).
So the habit of following up with customers is crucial, it determines the viscosity of sales and customer contact, the higher the viscosity, the greater the chance of closing. Studies have shown that the average sales person decides to give up on the customer after 4 attempts, but the opportunity to close the deal arises on the 5th-20th attempts.
Why are sales habits more important than sales techniques?
According to the Seven Elements of the Sales Cycle, sales need to identify which stage of progression a customer is in before following up with them, and after following up with them, they need to identify whether they have been demoted, retained, or successfully progressed, which is why the Sales Journal has become an effective tool for managing customer follow up, and the Sales Journal helps sales to develop good habits of customer follow up.
It is rare to see marketing teams that lack the requirement of submitting sales dailies, their performance is outstanding and their team members are stable. Similarly, the core of poor performance of ordinary sales also stems from the lack of attention to customer management in the sales daily report, and did not develop good sales habits. For example: customer level update customer visit record organization, sales process advancement update and so on. Excellent sales performance is stable because of good sales habits.
Contact the customer, found with the competitors signed! What's the reason?
Believe see here, you may have some answers to the direction. Long time do not contact the customer, contact again found to have been with competitors, the core reason is 1. (periodic customer follow-up) and 2. (customer level assessment) problems, so that sales will abandon some identified as "short-term can not be closed customers. As the external environment and internal challenges change, so does the urgency of the customer's buying needs. How can sales understand customer dynamics on a regular basis?
The answer is to follow up with customers periodically to update their rankings. Sales launches targeted sales campaigns based on changes in customer dynamics.
When a customer has a need to buy, the first thing that comes to mind is the salesperson with whom the customer has a strong relationship. If you find that a customer has signed up with a competitor, keep up the sales habit of "periodic customer follow-up and customer level assessment".