Why Can't We SELL!

Situation - Closing out a long week of too many meetings with frustrated executives emerging from the COVID selling environment asking why their sales are dead, erratic and skinny pipelines moving in the 2nd half of 2021. Even though they modified their sales process for remote lockdown COVID selling that worked, and their pre-pandemic process was humming with success.

Diagnosis - Eureka!?We discovered the problem.?It is not the internal sales process that is as important as the customer/clients buying process, that in many cases has changed radically and is now changing again in the post-COVID market.

Solution – Realign your sales process to mirror the client/customer buying process.

How to? – Ask the client/customer “What’s your current engagement and buying process?”, "Do you see this changing in the future, and HOW?", both questions can be further probed with a simple "Why"??

The first keystone qualification question is always asked and answered, without assumption, early in the NEW client/customer qualification stage.?Now it must be asked of all our existing client/customer relationships - with a phone call, not an email or a marketing survey. The answers are the keys to realigning the sales process to match and mirror the buying process.

Wisdom – Always be looking for ways to make it easier to buy to make it easier to sell.

1.??????Start with the buying process

2.??????Then align sales process to match

For the poor souls that don’t have a defined and documented sales process – make one now.?You’re wasting time with sky rocketing cost of sales, it's like shooting in a dark room trying to hit the light switch.?

Here's to your limitless selling success. Cheers! tim.phillips@revenade.com - 713.208.7902