Tightening Up Your Selling Process

To be totally honest, this is my favorite subject when it comes to selling: sales process

. Why? Simply because, in my opinion, the current view of it is of a complex one, meaning, people are making the process more complicated then it actually is.

Now, there are many reasons for this, but mostly, people come up with complex things just to show that they know more than others. It is the ego stuff, which humans are full of, and some feed on it.

So to bring back the sanity to the process is inviting trouble, or like they said: Rocking the boat' but to me personally, if the boat is in the wrong lake, whatever I did to it makes no difference.

Right now, I consider my boat in a different lake so let us see why this lake is different.

I was exposed with many selling process throughout my decade of sales career. Their ranges are from five steps to seven steps. Some have even more but it was just customized variation and adaptation.

The idea behind having this process is to make it easy to measure and manage. No doubt that there is certain part of the process intangible and the only way to control it is to make it quantifiable.

For example, there is a parameter like quality sales call. In a glance, you will be asking, "How do we manage and control that?" and this is when certain metric like time spent, mentioning key messages and number of follow up were thrown to quantify a quality call.

But the irony is; the process benefits the company more the customers, and in any business, which do you think matter most? Is it the company and its representative or the customers?

I want to state my stand here that no matter how, customers are always important, and because of that, I truly believe sales process must benefit them more than company. So, the question of tightening sales process boils down to the question: "How is this going to benefit my customers?"

If you get no clear answer, that is probably a good indicator that your sales process needs a tweak.

For example, let us take prospecting. If prospecting means getting leads from certain services, how is that benefits the customers? Compare that to giving out free samples and have it send to customers' front door; which will tilt the odd to your side? Can you see how that benefits the customers?

Tightening Up Your Selling Process

By: Nezrul Hisyam

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