Sales Expert Presents Authentic Advice On Managing the Sales Cycle

Sales Expert Presents Authentic Advice On Managing the Sales Cycle

Ways Tactical Selling Controls the Sales Cycle. Do you know that to be highly effective in managing the sales cycle you need to integrate strategic selling systems? Sales experts normally scratch their heads when I advise them they must control the sales cycle. The first place you need to focus on would be the rules of engagement amongst the buyer and seller. Review these rules of engagement. No one is sure the reason why, but they have become typical. That doesn't make them correct. What they do is place the seller in a subservient partnership and they can be misconceived.

Rules of Engagement 1. The buyer/prospect is consistently right. 2. You can't sell over the telephone. 3. People only buy from men and women that they like 4. You can't control the sales cycle as a salesperson 5. You can't say no to a potential customer. 6. You can't take control of the sales cycle. 7. Potential customers usually buy from the vendor with the lowest price. 8. Executives aren't actually considering your solution. 9. Closing is the most important portion of the sales cycle.

Strategic selling is focused on taking control. Based on the numerous sales pros we train each year at Sales Builders in our Quid Pro Quo Sales Training, we realize that the top three most typical issues sellers face today are:

Longer than estimated sales cycles Reps chasing unqualified opportunities

Lack of reliable performance Most companies are chalking their lack of sales performance up to the latest economic conditions.

We have found, from years of working experience these particular same challenges happen in positive and negative economic environments. When times get a little more complicated, it's the burden of sales management to differentiate their sales approach, maybe even more than their value proposition. This all comes back to breaking the preconceived rules of engagement for selling and controlling the sales cycle with a strategic selling approach.

Bob Beck has over twenty-eight years of experience in creating, expanding, and running organizations with an unsurpassed record of accomplishment. Having been on the ground floor with three self-funded start-ups as a senior executive and led their growth through IPO. Bob is truly a unique resource. Bob is a former board member of publicly traded software firm and has been an executive partner to several firms. He is founder and CEO of Sales Builders Inc., a dedicated professional development firm that offers training, speaking, and consulting all geared to help organizations grow. He developed the ever popular and growing "Quid Pro Quo" series of training courses that has now been taught in ten countries and is being used with unsurpassed results by many firms throughout the U.S. Beck has also started and sold two companies himself.

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