At Russell Wilce Consulting we regularly carry out Sales Process Training. We have come across many sales processes. Many companies follow a process that has just happened within the company. As a result they adapt a generic one to suit their business. Likewise some follow a marketing sales process. Sometimes individual sales people's use their own different process.

 

The set processes that are built to attract potential clients are usually marketing processes. As a result, we look at that as a marketing process, more than a sales process. We might also call these Sales Procedures that we deal with elsewhere.

 

Russell Wilce Consulting focuses in this training, on what we need to do once we have the client’s attention. Marketing is generally the means to attract a large pool of potential opportunities. Consequently, to reach a larger market, it regularly uses advertising.

 

Once marketing has worked hard to get the client’s attention, we don't want poor sales process to lose the opportunity. Once a prospect shows interest in our offer we usually avoid advertising to them. The reason being it falls into the too much information category.

 

What do we do

• In our training we work with the Sales people to understand how people buy, in general terms, the type of product our client sells.
• Then we look at the buying motivators of your clients, the boxes they need to tick off in their own thought process to buy our client’s products or services.
• Then we put those steps in place to sell to your clients in the way they like to buy.

It’s never as easy as it sounds. However once the thought process is clear the mechanical process can follow. Thereafter we monitor and measure what we are doing to continually improve the Sales process procedures.