PracticeConsultingYour Practice: The sales process versus selling skills

Your Practice: The sales process versus selling skills

When you have run a few promotional activities, and they start to generate business leads, it is very disappointing not to win those leads as new clients.

Research has shown that the conversion rates from leads to new clients range from 30% to 70%. It is important, therefore, to consider how to improve conversion rates.

Send everybody on a selling skills course and that will solve everything. If only life were that simple! Unfortunately selling skills needed must be worked at and cannot simply be picked up on a course.

However, understanding the necessary practical steps needed to increase the chances of winning a client takes a few hours and they are relatively easy to implement. This is known as the Sales Process.

The skills for selling are numerous, but essentially a good salesman can turn almost any situation into his advantage by demonstrating a need for one of his products. Not everybody is a natural salesman and no amount of training will change that.

However, almost anybody can understand the sales process and I would suggest that it is relatively easy to implement the steps that should be taken.

In conclusion, therefore, when you are considering the need to improve your chances of winning a new client think ‘sales process’ first.

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