Align your sales process with your customers’ buying process to close more deals.
Far too often, we have witnessed salespeople starting a meeting with a presentation of their sales deck, and then launch right into a demo of features and functions. Any discussion of the customer’s needs comes as part of the demo, rather than before. This limits the conversation to technical needs rather than business problems or goals. With this approach, the business decision makers often become disengaged and your salespeople end up routed to IT.
If your sales process starts with a discovery of what your customers are trying to accomplish, then you can engage and maintain interest at the executive level and more effectively position your firm’s capabilities as a solution to a business problem. PropelGrowth provides training in consultative selling skills, helping your sales team improve their listening and probing skills, uncover business issues and goals, and turn selling into a problem-solving activity. Taking this approach, your sales people will demonstrate their personal value, be perceived as “problem solvers,” and be able to maintain continuous access to business decision-makers throughout the sales process.
“PropelGrowth provided research on our customers’ buying process and helped us align the way we sell to our customers’ buying process. This has helped our sales people be more effective, resulting in revenue growth.”
~ President, Investment Research Service
Our Methodology:
PropelGrowth will help align your sales process with your customers’ buying processes. We will enable your sales team to open opportunities by discovering business problems and goals, probe to gain the information and create a vision for how the prospect will use your capabilities to solve their problem, and drive the sales process to closure without being manipulative. During the process we will:
- Map your sales process to your customer’s buying process and define clear, objective milestones to measure buyer commitment.
- Provide access to PropelGrowth proprietary research in the evaluation, selection, and negotiation approaches used by the various segments in the capital markets.
- Train your sales team to move from canned presentations to a consultative approach of asking relevant questions to uncover business needs and issues.
- Help sales move from features and benefits to capability visions, giving customers a vision of how they’ll use your products to solve their business problems.
- Improve negotiation and closing approaches, creating the kind of vision that drives customers to volunteer to buy; and making the negotiation process a win-win business conversation.
Together with PropelGrowth, you will deliver an improved sales process aligned with the way your customers buy, making the process smoother and more predictable and improving forecast accuracy and close rates, ultimately drive substantial revenue growth.
