How to Create a Win-Win-Win Sales Strategy
February 20, 2008 | Leave a Comment
Written by Debbie Mrazek
Think selling ends at the contract? Think again. Most clients, when asked, will tell you the point of contact is the sales person. Why? Because that’s who the client trusts.
Today’s complex marketplace has many demands placed on it by a seemingly never-ending quest for clients. Sales people play a critical role in managing client expectations, enhancing client service and preserving trust in the marketplace.
However, what, exactly, is the sales person’s role? Is it simply hunter?
The sales person is a natural extension of the company, and what many companies fail to realize is that clients don’t trust the company; clients trust the sales contact. This is an important distinction to make because not only is the relationship resting on the sales person, but the external trust a company imparts to the marketplace falls to these company ambassadors.
The win-win-win sales strategy aligns external clients (the marketplace) with the sales person and internal clients (company employees, including customer service representatives) and creates a strategy designed to retain all while enhancing overall brand trust.
Three Wins
Win #1 – The Sales Professional
With a strong labor market, top sales professionals are in demand. No longer can companies count on an endless supply of experienced professionals waiting to fill the sales function. Additionally, with the cost of replacing these positions, companies increasingly find themselves facing higher recruiting costs and, in some cases, the cost of lost intellectual capital, lost revenue, and lost client relationships can top five times a sales professional’s salary. Today, ensuring that sales professionals stay content and challenged is paramount for successful, thriving sales teams. Creating a sales process that promotes the sales professional as a critical component in that process creates a win for the sales professional as well as for client and employer.
Win #2 – The Client
The myriad of choices available to clients in our marketplace is staggering. One of the primary ways that companies differentiate competition is through human capital – the people who interface with the clients. The natural progression of putting people in front of clients is that the relationship naturally falls to the person the client sees most. Companies today realize that there is loyalty in the relationship. Facilitating a sales process that enables the client to interface with the primary sales contact offers the client access to a trusted point of contact, and allows clients an easy way to interact with the company. In many instances, a client will first go to a trusted source – such as the sales professional –before abandoning the relationship.
Win #3 – The Company
Companies seek to find a way to retain clients and to ensure that client loyalty is maximized. The sales sweet spot offers a win for companies because it aligns sales professionals with the client in a way that naturally protects the client’s welfare and, thus, the client’s lifelong revenue with the company. No longer can companies rely on an endless supply of clients or sales professionals. A strategy that serves both of these, in turn, serves the company through enhanced marketplace trust, reduced recruiting fees, reduced client attrition, and increased client loyalty, which, ultimately translates into greater lifelong revenue at a lower cost per sale.
© 2006 The Sales Company All Rights Reserved. Written permission required to duplicate.
Can you hear the engines begin to rev up??
January 6, 2008 | 1 Comment
Sunday afternoon, 2:00 PM and my engines are revving…..vroom, vroom….getting ready to come back to work tomorrow….boy, I had no idea how bad I needed time off!! But now…the batteries are charged and the engine is warming up….are you ready for 2008??? I AM!:)
Lest you think that we have everything completely organized for the new year, all our goals written, typed and posted in a prominent place, …..ok, I am no different than you!:) I have been off for 2 weeks with the greatest intentions of doing all those sorts of planning things and getting caught up on ALL those things that have been sitting in “THAT” pile:)….and it is 2:00 PM….you know that “day before vacation” phenomenon? Well, this is the day before going back to work phenomenon….imagine the volumes of work that will get done before 8:00 AM tomorrow, Monday, first day of a new year of possibilities….trust me…..IT WILL BE AMAZING!:)
If you are already back at work and still have those things that are hanging around that were left undone in 2007….join me…let’s get them done!:)
Race you!!:)
See you at the starting gate tomorrow morning at 8:00 AM SHARP….where I will be making my first call of the new year to the Genius Terry Pritchett who I dedicated my new book too….can’t wait to introduce him to you!:)
2008 is going to be a Tony the Tiger kind of GGGRRRRRREAAAAAAATTTTTTT ride………JOIN ME!:)
Just two things will turn someone who is doing poorly into a superstar
December 24, 2007 | Leave a Comment
I believe that every single thing you do – or don’t do counts. And, I know that there are two things that you must have to be successful in sales. Just two things will turn someone who is doing poorly into a superstar. What are these two things?
Goals and Action.
That’s it? Yes, that’s it. I know you believe it’s all about skills, contacts, referrals, and everything else that you think of when your sales don’t hit their target. What I know is that all of these things stem from these two things you must have to be successful.
Without a goal, you don’t know when you’ve successfully hit your mark. Without action, you can do little, including calling on prospects, taking a training class to increase your skills or listening to that little voice that tells you that you just may need to try something else.
Now, how you use goals with action to be wildly successful is something I know an awful lot about.
We can help you align what you believe you can do with what you actually accomplish. Contact us to learn more about aligning goals with action to make 2008 your best year ever.
Wishing you success!
It Is Finished! Complete! Fini!
November 3, 2007 | Leave a Comment
May I just tell you that writing a book is one of the hardest things I have ever done? Now I can see why so many people do not take on this endeavor. And I can truly appreciate all of those wonderful folks who went through the process to share their amazing information with me over all of these years.
Yes, it’s done. The Field Guide to Sales book is complete and my beautiful baby (or at least I think so) is awaiting printing.
Books should be here early next month and there’s plenty of reason to join us now to reserve your copy. All those who purchase by November 15, 2007 will receive a free manual that goes with Chapter 1. This manual gives you step-by-step instructions to use the forecast I teach in this book. It’s like a mini-session on how to forecast for more sales!
The power of a sales forecast can’t be calculated. How can you determine how much you would’ve made if you would’ve used this fabulous tool? The truth is, you can’t. So, you just have to try it and see for yourself.
I introduced this tool back in January for my SMEI group. So, it has basically been 10 months since that time – virtually a year has gone by with no peep from the group, how the tool was working or not working. Then, a few weeks ago, I walked into our monthly meeting and a member rushed up to me and shared just how much the forecast was helping them in their business and how great it has been. This is the power of the sales forecast in action. This is the power I wish for each one of you to have in your businesses each and every day!
To receive this manual ($27 value) absolutely free and an autographed copy of The Guide, buy one before November 15!
Happy Selling!
Deb
