Monthly Archives: August 2011

What is it that makes us buy one product or service over another? Why are some people great at selling while others struggle? Perhaps it’s because selling is a strategic process that requires lots of work and lots of practice to be effective.

Do you have a selling process? Is the process used by your sales force?

The sales process described here contains tried-and-true steps that are familiar. What make my process unique are the techniques, tools, and more importantly, the practical application. The ultimate key to success is how well your sales force executes.

Some components of my process may be familiar to you, while others—such as my Nine Element Know Your Customer Assessment (9EKYC)—are unique. I’ll teach you how to apply data to select the ideal target and give you the tools to make sense of that data effectively and efficiently. You’ll see how the right choices lead to success for your sales force. The rest is up to you.

If you’re anything like me, you’ll look for ways to shortcut the process and skip the elements that you find most difficult or time consuming. However, I strongly suggest that you use the 9EKYC as a checklist to ensure you have all the necessary information and that there are no holes in your strategy. And the good news it that these elements are quickly mastered once you get the hang of them.

Now it’s time to do some critical thinking. You’ll need a strategic process, tools (such as 9EKYC), an open mind and innovation—a willingness to think outside the box.

Are you ready to get started with stage one of a strategic selling process: “Targeting the Best Prospect”? If so, click here.

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