On the other hand, if sales are not flowing quite as much as they used to, maybe it’s time to review things. After all, it was the two great sales orientated businesses, IBM and Xerox, who recognised, back in the 70s, that things were changing. As a consequence the SPIN sales process was born, and stood them and others in good stead.
However, just because it worked then doesn’t mean that it still works now. Mavbe – maybe not. Changes take place over time, sometimes imperceptibly. These changes may be subtle, but they may have a massive impact on your sales pipeline. These may be external changes. They may be general factors affecting everyone, such as social media. If they affect your business they need to be recognised and taken into account.
A successful business is continuously evolving. Stand back from your business from time to time. Take a long hard look at what you are doing. If it is all working perfectly don’t fix it. If you are too close to the business, and can’t see the wood for the trees, get some help. A consultant (sometimes described as a person who uses your watch to tell you the time) will be able to provide that fresh perspective, and help you develop new and innovative ideas to move your business forward. It’s sometimes difficult for busy business owners to be able to stand back enough to look at things from a fresh perspective. Having someone else involved with a fresh pair of eyes can be just what is needed to provide that perspective.
Don’t assume that if you always do what you’ve always done, you will always get what you’ve always got. Life, and certainly business, is not like thaTags: sales process
Categorised in: Sales Bytes
This post was written by Rob Parker