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Sunday, 6 July 2014

The Mysterious Sales Cycle

There are many methodologies out there on the how to become proficient in sales, some of these being:
  • The 7 Stages of the Sales Cycle
  • SPIN® Selling
  • Miller Heiman Sales System
The list is endless and here is the thing to remember that all of them have a simple yet great stable effective and efficient base and that is:
  • Discovering – Its all about initiating or starting the sales process, in other words prospecting. Here you find opportunities based on what type of customer you want to serve. You establish relationships with numerous possible clients. You learn to identify and solve their needs.
  • Engaging – By being in regular communication through numerous mediums you now take the path to convert those opportunities into clients through visibility, trust and credibility. You give them a strong foundation in order for them to give you business.
  • Managing – At this point you have built a relationship with the customer and take the necessary steps in serving your customers by offering specific solutions that resolve the challenge, issues, problems or pain. You meet their specific needs and where possible wants thus getting their agreement to buy.
  • Developing – To get repeat business you need to develop and grow the relationship. The first and most crucial step to this is to provide positive consistent results in resolving the customers’ challenge, issues, problems or pain. At this stage you are working on a long-term relationships through resolving customer matters, building their business and gaining referrals.
Follow this powerful well grounded base and all other sales models or methodologies become easy to implement.

Rohit Bassi is the founder of In Learning and works with you so that you can outperform yourself. He works on the premise of “Feel the Fear & Do It Anyway®” and the "100 0 Principle". He has carried out work for orgnisations such as Oracle, EMC, Alshaya, Baskin Robbins, Mazda, Emirates NBD, Emaar and many more. Please feel free to contact him on rohit@in-learning.com or call on +971-(0)55-553-2275.