If your sales processes are drawn out - perhaps because there are many hurdles to overcome such as multiple demonstrations, site surveys, legalities, availability of components, shipping or so on - your sales style will need to be much more managerial.
This is fine as your clients will likely expect that, but it poses two huge problems.
1. Time can escape
In order to reduce your lead times you must be in control of every bit of the sale. Get a plan together with your customer up front and don't be afraid to tell them that you expect their full co-operation to achieve it. Set an expected timeline for the project if needs be and get it agreed, possibly even with a down payment, by the customer.
Remember that people actually like to be led. Showing them that you have leadership of the proposal or project will stand you in excellent stead. Don't shy away from talking about the nitty gritty element but always present them with the solutions rather than just the problems.
2. You can forget to sell
If you have become a project manager rather than a salesperson, you need to shake yourself. If you have a clear plan with the customer you can close each recognised part off, consolidate the process, and move on together. Apart from moving you down the chain more quickly it builds trust that will be invaluable when it comes to the final decision.
An excellent idea is to package up your sale differently. What stages can you cut out if you think really creatively? Many businesses I see are making their lives more difficult than they need to be my playing a 'traditional' game with customers when there could be a far more enjoyable and simple route for both parties.
Even with tenders there are ways to try and side step the process although this does become far more difficult. The big tip here is to always try to renegotiate the tender in your favour by trying to get them to change some of the details.
This is fine as your clients will likely expect that, but it poses two huge problems.
1. Time can escape
In order to reduce your lead times you must be in control of every bit of the sale. Get a plan together with your customer up front and don't be afraid to tell them that you expect their full co-operation to achieve it. Set an expected timeline for the project if needs be and get it agreed, possibly even with a down payment, by the customer.
Remember that people actually like to be led. Showing them that you have leadership of the proposal or project will stand you in excellent stead. Don't shy away from talking about the nitty gritty element but always present them with the solutions rather than just the problems.
2. You can forget to sell
If you have become a project manager rather than a salesperson, you need to shake yourself. If you have a clear plan with the customer you can close each recognised part off, consolidate the process, and move on together. Apart from moving you down the chain more quickly it builds trust that will be invaluable when it comes to the final decision.
An excellent idea is to package up your sale differently. What stages can you cut out if you think really creatively? Many businesses I see are making their lives more difficult than they need to be my playing a 'traditional' game with customers when there could be a far more enjoyable and simple route for both parties.
Even with tenders there are ways to try and side step the process although this does become far more difficult. The big tip here is to always try to renegotiate the tender in your favour by trying to get them to change some of the details.
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The Internet
Pay Per Click
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Who Are You?
What Do You Do?
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