This month we are focusing on Sales CPR in the area of sales control. Sales CPR is something we evolved here at SELLability for the purpose of bringing sales back from near-death (they are never totally dead).
Under normal circumstances Sales CPR is applied to individual sales, but we are applying this month more broadly to sales control in general, for all of us are attempting to bring sales back to life.
Positive control in sales—which means smooth guidance of a prospect through the sales process—is something that is certainly needed in today’s sales environment.
Before we talk about why and how let us have a look at the environment itself. External circumstances brought many businesses to a near-standstill or at least slowed them down considerably.
Now, we are slowly bringing things back to life. Many of the prospects and customers to whom we are selling are uncertain.They do not know for sure where they are headed in the next months, and they do not want to make a mistake.
Should they buy from you? Should they not?
For answers, they are actually turning to you—and you must have a team that can deal with these uncertain times to help them.
You might even say you need to build a new sales team for this new sales environment. And this new sales team needs to fully understand, and be fully trained in, the subject of control.
You will not make a sale to an uncertain prospect unless you can get into great communication with them, really understand their issues and needs, and skillfully bring them through each and every step of the sales process.
Come with us this month as we explore the way through these difficult times, and back to full-on success!