Another golden rule of selling – don’t lose control of the sales process

Author: Russell Smith
April 2, 2012

Did you know that if you responded to a prospect who called you within 2 minutes you increase your chance of winning a new customer by 4 times!

Being a very impatient person myself, I always value speed in my suppliers and I think the world generally is at a faster pace.

Speed in the sales process is a very important thing. Following up queries and quotes in quick-time will always increase your chances of winning a new customer but there is one really important golden rule which is even more crucial than speed. Its something which I drum into my team and my clients when the subject of selling comes up. It’s also something that I regularly see others fail at and I’m always surprised that they do because it is so simple. And it’s this……

Don’t lose control of the sales process

To illustrate the point, have you ever seen this happen?

Dave*: Hi Jim
Jim*: Hi Dave, what kind of work do you do?
Dave: I’m a landscape gardener
Jim: Oh wow! I’ve been looking for a good landscape gardener for a while now
Dave: Oh right, well I believe I am that man
Jim: Would it be okay if I call you to arrange for you to come and give me a quote on my garden
Dave: Sure, I’ll give you my card, you can phone me any time
Jim: Thanks Dave, I will

Nooooooooooooooooooooooooooooooooooo.

Even as I am writing this, I’m getting annoyed.

OK, what did Dave do wrong?

You’ve guessed it, he just lost control of the sales process. Do you think Jim is going to call? Very very unlikely and if he does, Dave doesn’t deserve to win the sale for being such a dunderhead.

Here’s what should have happened….

Dave: Hi Jim
Jim: Hi Dave, what kind of work do you do?
Dave: I’m a landscape gardener
Jim: Oh wow! I’ve been looking for a landscape gardener for a while now.
Dave: Oh right, well I believe I am that man
Jim: Would it be okay if call you to arrange for you to come and give me a quote on my garden?
Dave: That sounds fine, I have my diary here actually, shall we book in a time now? (See what Dave’s doing!!!!)
Jim: No, I need to check with my wife first, can I call you next week? (Second chance to lose control of the sales process coming up…)
Dave: I tell you what, give me your number and I will call you next Tuesday evening, will that be okay? (He’s not going to lose it)
Jim: That’s fine, here’s my card, call me on Tuesday

I’d love to hear any examples of this that you have seen, feel free to email me at russell@rsaccountancy.co.uk

*Not their real names

 

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