Preparing for a Win-Win Result
Posted: Mon Jan 27, 2025 4:26 am
When this happens, sales grow and satisfied customers not only become repeat customers but also refer others. This is a true measure of value. When salespeople understand this, price becomes a secondary issue.
Setting up a Win-Win process requires commitment from every person who works in a business. Every step of the process must be designed to deliver the Win-Win.
It starts with the greeting the customer gets when they first contact the business (phone, online or in person) and extends through the sales, finance, service and marketing, for the life of the product. Even the store set-up can impact the outcome.
Preparing for a Win-Win starts with the internal processes and systems that the business puts in place. We find that almost every time a transaction results in a Lose-Lose, it’s because a business did not follow these processes.
A good process and system encompasses all parts of the ecuador telegram data business from recruiting and hiring, to education, training and career progression of its people.
As a first step, sales management must do an honest assessment:
Do you have a game plan in place? Is it a SMART plan? (Strategic, Measurable, Attainable, Realistic, Time-based)? When and how will you measure its success? After measuring, how will your people adapt?
Do your salespeople understand the plan? Can they explain the plan back to you? If not, they really don’t understand.
Does your plan include a means of measuring traffic and results? Do you know how many opportunities your business gets daily, how many of those are helped to make a selection, found the right fit, and were asked to purchase? Without this information any evaluation, changes, or employee development will be based on incomplete data.
Does your plan include training and education? How often – daily, weekly, monthly? Does it include both group and individual counseling? Does it incorporate what you learn through measurement?
If the answer to any of these questions is no, the plan will fail. Reevaluate and change the plan to ensure it will lead to a win. As you do, place a heavy emphasis on number four – training and education. Without this, even the best plan won’t be good enough.
Setting up a Win-Win process requires commitment from every person who works in a business. Every step of the process must be designed to deliver the Win-Win.
It starts with the greeting the customer gets when they first contact the business (phone, online or in person) and extends through the sales, finance, service and marketing, for the life of the product. Even the store set-up can impact the outcome.
Preparing for a Win-Win starts with the internal processes and systems that the business puts in place. We find that almost every time a transaction results in a Lose-Lose, it’s because a business did not follow these processes.
A good process and system encompasses all parts of the ecuador telegram data business from recruiting and hiring, to education, training and career progression of its people.
As a first step, sales management must do an honest assessment:
Do you have a game plan in place? Is it a SMART plan? (Strategic, Measurable, Attainable, Realistic, Time-based)? When and how will you measure its success? After measuring, how will your people adapt?
Do your salespeople understand the plan? Can they explain the plan back to you? If not, they really don’t understand.
Does your plan include a means of measuring traffic and results? Do you know how many opportunities your business gets daily, how many of those are helped to make a selection, found the right fit, and were asked to purchase? Without this information any evaluation, changes, or employee development will be based on incomplete data.
Does your plan include training and education? How often – daily, weekly, monthly? Does it include both group and individual counseling? Does it incorporate what you learn through measurement?
If the answer to any of these questions is no, the plan will fail. Reevaluate and change the plan to ensure it will lead to a win. As you do, place a heavy emphasis on number four – training and education. Without this, even the best plan won’t be good enough.