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The CxO Group News

Shorten Sales Cycles with Transactional Sales Steps and Time Management

10 Transactional Sales Steps To Grow Your Sales

There are four steps to building a prospect relationship:

Step 1 -- Meet with the prospect for the first time during the pre-sale cycle and communicate your business value.


Step 2 -- The prospect listens, believes your value, and buys the first time.


Step 3 -- In post-sale, the prospect reviews the value of what you sold them to determine if what they bought is what you promised in pre-sale.


Step 4 -- If the prospect decides they did receive what they were told they would get in pre-sale, then they buy a second time and this is when the relationship starts.
Hanging onto prospects because they make themselves available to you through email, visits to their office, phone conversations or just giving you verbal commitments is a waste of time.

To sell more, sales person time management is the key to your selling success. Don't spend time with professional lookers; instead, sell qualified buyers who prove they are qualified. Use transactional selling by forcing prospects to take action steps with you during the sales process to prove to you they are qualified. Don't believe that prospects are going to buy just because they are accessible.

Always use transactional selling techniques, not relationship selling methods on your first sale. Your goal should be to turn your first sale (transactional) into a second sale (relationship).

Transactional Selling Flow Chart

 

10 Transactional Sales Steps To Manage Your Time and Grow Your Sales

Ask the prospect to come to your office.


Ask the prospect to introduce you to their boss.


Ask the prospect if you can send your contract to their legal department for review.


Ask the prospect to sign your non-disclosure document.


Ask the prospect to sign a letter of intent (LOI).


Ask the prospect to tell you their budget.


Ask the prospect to accompany you to an existing customer site.


Ask the prospect to call your references (and confirm that they do it).


Ask the prospect to make a small purchase or trial investment to see if they will buy the main investment you are targeting and to prove that they can get a purchase order out of their company.


Ask the prospect to see your competitor's proposals -- so you can "compare." 


"Business is a combination of war and sport."
Andre Maurois

 by Paul R. DiModica


Rick Erling
President  The CxO Group, LLC and Publisher of  The CxO News

www.thecxogroup.com
info@thecxogroup.com
(972) 727-6880

Sales Training * Marketing Advisement * Strategy Consulting * Website Marketing Strategies * Growth Strategies

Welcome, 

 
In this issue, we talk about how to shorten sales cycles with transactional sales steps and time management. I look forward to your comments.
 
Sincerely,
Rick Erling

 


Rick Erling is the President of The CxO Group, LLC., a management consulting firm that specializes in integrating sales, marketing, and strategies to maximize corporate revenue growth. Located at the firms Dallas, Texas headquarters, Rick is a certified executive coach, business strategist and the firm's senior practice executive working with start-ups, privately held companies and Fortune 1000 companies in both the public and private sector. 
 

The CxO Group is a managing consulting partner of the Value Forward Network. With consulting partners in four countries, it is one of the world's largest management consulting groups focused on helping companies increase corporate revenue capture.

 

Using the copyrighted Value Forward method, we integrate marketing methodology, sales process and corporate strategy and operations into one outbound revenue capture program to help companies grow.

 

We advise CEOs on action steps to take to grow revenues, consultant with management staff on best practices and train sales, sales management and marketing teams on tactics and strategies that work.

 
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