You have a proven sales methodology that is working pretty well from the first stage of qualifying a lead through the final stage of closing a deal. The steps are clear and, in general, the team is following the established process and feels supported by your sales technology.
All well and good. But there is a different way to look at sales and how to grow the business. It all has to do with strategic account planning and it is centered not on your sales cycle but on how your customers buy – the buying cycle.
The approach focuses on what the buyer goes through as they make a decision to buy. Think it through from their point of view. They first become aware that they have a need. Next they look at what their options are to fill that need and what concerns they may have in going forward. Once the purchase decision has been made, implementation and measurement of the solution begins and any adjustments are made over time.
Your job as a salesperson is to help your strategic accounts along the buying cycle by working more at their pace than yours. Help them understand and diagnose important needs and clarify and quantify desired outcomes; help them make smart decisions by improving and influencing decision criteria; help them get the results they want and expect; and help by staying connected over time until the cycle begins once again.
Plan your strategy and timing around how the customer buys, not around how you want to sell.
Learn more at: http://www.lsaglobal.com/strategic-account-planning-training/
No comments:
Post a Comment