Consultative selling for B2B Sales

13 Nov 2017

Plan and Prepare For Your Sales Call

There is ample research shows that salespeople struggle to reach their performance potential without a well-defined sales-call procedure that they can follow and learn from. Without a well-defined process, a sales calls are left to luck and grim consequences – lost sales, long sell cycles, less revenue, and lower margins and there is no clear path to improvement. Bottom line: Your entire sales career can become average if you “follow as you like.”

On the other hand, the sales performance improves significantly when salespeople have a proven process and a consistent game plan for their sales calls.

Not just salespeople, but it is a human nature do the same things but expect different results. But unfortunately, that does not happen. Most salespeople make the same mistakes over and over without realizing it. Without a clear process and logical sales call plan to follow, salespeople can’t even identify specific problems, let alone correct them.

A good sales process is one, which let you understand clearly the pattern the customers make buying decisions.The GrowthAspire DIGIT’s model helps salespeople understand customer buying decision and break sales calls into its most important components, sequenced in the order of the key buying decisions every customer makes. By analyzing each segment of a call and testing against the customer’s buying decisions, salespeople can quickly recognize problems and adjust their process better.

Without a proven process similar to GrowthAspire provides’s, most salespeople are throwing the dart in the dark not knowing how much they missed and how to improve. If you don’t know what actually went wrong with each sales call then you can’t improve your performance.

In The Field

A leading premium real estate firm faced a common problem. The company had invested the heavy amount in generating leads but were having trouble trying to close the sales. They were selling an intangible item of their product that was seen more as a luxury than a necessity. The firm’s growth had stopped and they were losing business to far less capable competitors.

GrowthAspire did an initial diagnosis of the sales call, understood the gap which exists and came up with customized a 2-day onsite sales training workshop for their sales staff as well their channel partners, teaching the sales process and capturing the Best Sales Practices. Bi-monthly review calls followed, further coaching for the new selling skills the group had acquired.

Within only three months the MD reported business grew by 20%. In addition, the team reported, “ The sales team’s professionalism and sense of confidence increased as a direct result of the GrowthAspire Real Estate Development Program Model. Having a clear understanding of the selling strengths and weaknesses of each sales team member has made sales management both focused and effective for the first time.”