Posted by Nick in Sales Training To Improve Sales Results | 0 Comments
Is Your Sales Cycle On Rinse?
The sales cycle is a map salespeople use to determine where they are and where they are going in an attempt to sell something. Once you know where you are in the sales cycle, you’ll know what has to be accomplished next.
The sales cycle is the same as the sales process. The sales process consists of a series of well-defined steps. So, if you are in the “uncovering needs” step of the sales process, you are also in the “uncovering needs” step of the sales cycle.
There are variations on the number of steps in the sales cycle. Some people combine steps while others add steps. I add steps because I want salespeople to cover all their bases. The key is to focus on strategic selling concepts.
Some say the sales cycle begins with establishing rapport between salesperson and prospect. I say the sales cycle begins with developing a sales strategy or sales plan. Some say the sales cycle ends when the sale is closed. I say there is one more step in the sales cycle that follows the close. That step is to ask for a referral. I want my new customer to introduce me to my next prospect.
It could take five minutes or less to complete the sales cycle. You’ll find time frames like that in retail sales. It could also take months or years to complete the sales cycle. Time frames like that are found in Major Account sales.
It takes sales skills to successfully execute the sales process. I urge those interested in learning more about the sales cycle to get some solid sales training on the sales process. It’s the only way to get more sales.
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