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February 2018

[The Sell More While Spending Less] Newsletter

The sales process engineering update that drives your sales results.

[The Goal of a Quality Sales Process]

I often start out sales classes asking this question, "What is the goal of a quality sales process?" The answer I hear most often is, "a sale." While this is true for a typical sales process, it does not hold true with a quality sales process. To better understand the question, we need to take a step back.

Let's begin with how quality is defined. It is defined by the customer, only. As the seller of a product or provider of a service, our opinion doesn't fit into this equation. Our job is to ensure our clients find value at every touch point. That begins with sales.

Every sales representative has run up against the prospect who makes it clear they are so happy with their current solution and they have no intention of switching. Moreover, these are the customers who are recommending the competitor's product or service to their peers. Often, it is the sales professional who is the face of your company and is the starting point of this loyalty. Therefore, your sales team needs to build these relationships. Your sales team needs to follow a process that results in this level of satisfaction.

If your sales process is engineered to be a quality process, your probability of building customer loyalty improves. Your sales reps understand what they need to do. As a leader, you have specifics around which you can coach your team towards success.

You have probably heard the saying, "The easiest person to sell to is a current customer." You also know the best advertising is word of mouth. The quality sales process is not a method of fighting the uphill battle, it is about removing the hill.

Don't hope for the behavior that sells, plan for it.

The Sell More While Spending Less  methodology guides our clients through quality sales process engineering. Tools and techniques for this top and bottom line approach will be covered in upcoming issues of this newsletter.

[The Last Man to Know Everything]

Thomas Young, considered, by Albert Einstein, the last man to know everything. What Einstein meant was Young was the last man who knew everything that was knowable. Today, we collectively know too much for any one individual to know all we know.

Fortunately for us, we can collaborate with others who know what we do not. It's okay to not know something, no one knows everything anymore.

In future newsletters:
  • Improving forecast accuracy
  • Building leading indicators into your sales process
  • Using your CRM to identify constraints
[Events and Information]
Following up on a fantastic Med Tech Monday, Sales Sigma Consulting is offering a special pricing to everyone who mentions the discount code MEDTECH .

What you get:
  • One-on-one time to learn about your unique needs
  • Introduction to Sales Sigma Process
  • Sales Improvement Tool Kit 
  • Process map for establishing your sales organization
  • For only $1,295 with discount code (normally $3,500)
To take advantage of this special offer, call us at 760.814.1659 or email us at info@salessigma.com.
Learn more about the Sales Sigma process in Driving Operational Excellence available from Amazon.
We will be attending the Tacos and Med Tech Networking event on February 26th. Let's take some time to talk about your sales improvement needs.
Sales Sigma will be attending MD&M West in Anaheim CA from 6-8 February 2018. If you would like to meet, let's set up a time.

Email us at info@salessigma.com
Sales Sigma will be attending MD&M West in Anaheim CA from February 6-8, 2018. If you would like to meet, let's set up a time.

Email us at info@salessigma.com

For More information

If you would like more information on the Sales Sigma Process, please contact our Chief Coaching Officer at coverbeck@salessigma.com
 

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Carlsbad, CA 92009

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