Quid Pro Quo Sales Training Expert Bob Beck On Controlling the Sales Cycle

Quid Pro Quo Sales Training Expert Bob Beck On Controlling the Sales Cycle

How Strategic Selling Controls the Sales Cycle

Sales professionals often scratch their heads when I tell them they need to control the sales cycle. The first place you'll need to focus on is the rules of engagement between the buyer and seller.

Review these rules of engagement. No one is sure why, but they have grown to be the standard. That doesn't cause them to become correct. What they do is place the seller in a subservient relationship and they are generally misconceived.

Rules of Engagement

1. The customer/prospect is always right.

2. You can't sell over the phone.

3. People only buy from people they like

4. You can't control the sales cycle as a salesperson

5. You can't say no to a prospect.

6. You can't take control of the sales cycle.

7. Prospects usually buy from the vendor with the lowest price.

8. Executives are not really considering your solution.

9. Closing is the most important part of the sales cycle.

Strategic selling is about taking control.

Based on the numerous sales professionals we train every year at Sales Builders in our Quid Pro Quo Sales Training, we find that the top three most familiar issues sellers face today are:

Longer than anticipated sales cycles

Reps chasing unqualified opportunities

Lack of consistent performance

Many companies are chalking their lack of sales performance up to the current economic conditions. We have found, from years of experience that these same issues exist in good and bad economic conditions. When times get a little tougher, it is the responsibility of sales management to differentiate their sales approach, maybe even much more than their value proposition.

A lot of companies are chalking their lack of sales performance up to the current economic conditions. We have found, from years of experience that these same issues exist in good and bad economic conditions. When times get a little tougher, it's the responsibility of sales management to differentiate their sales approach, possibly even much more than their value proposition.

All of this returns to breaking the preconceived rules of engagement for selling and controlling the sales cycle with a strategic selling approach. To learn more:

Visit www.SalesBuilders.com

POST COMMENT

Conservatory Sales Get Affected By Severe Weather Sales Objections - Don't let them ruin your sales New Direct Sales Easy Tips For You to Buy Cheap Targeted Web Traffic to Skyrocket Your Sales How to Set Up Dropshipping With Wholesale Products Postcards Help Make your Sales Go Sky-High Sales Commandments OptimizePress Review - Why is there a Need for Squeeze Pages, Sales Pages, Etc.? Tips for buying a sofa without being bothered by pushy sales people web hosting, reseller hosting Make Use Of The Queue To Increase Retail Sales Why a Company Brochure Is Crucial To A Successful Sales Strategy Web Reseller Hosting Deals Are Not Purely For Web Resellers