Do you know the average sales method ? Of course not. it doesn’t exist!
Are you as a company selling different products and services? Are you selling to different types of clients? Do you sell to both private companies and public agencies and organisations such as municipalities? Are you even selling in different geographical markets?
If the answer is yes, do you apply the same way of selling (sales method) in all of these cases, regardless of what, to whom and where you are selling? In that case you are not alone.
Using the same sales method for the entire company is very common. It does not work very well and it suits more or less everyone equally badly. Despite that, we still keep on working like that, day in and day out, and never question whether it is possible to change. Do you agree?
It is like when a statistician speaks about the average person from different perspectives.
Do you recognise yourself in those statistics? Guess not. We almost never do, with a few exceptions. That’s because the average person does not exist and that person’s behaviour and needs are not the same as yours.
Instead of using a general sales method that suits more or less everyone equally badly, why not try to use sales method that actually align with what you are selling, to whom you are selling and where you are selling your services?
If you want to be successful in sales, you should also learn how to adopt the right look and behavior when meeting customer.
Selling a consultant service to a small private company is completely different to selling a complete technical solution to a large public agency. Still, in many cases we apply the same sales method.
What if you actually could use different sales methods for these cases? Do you think that would increase your chances of winning the deal? Do you think you would get more accurate forecast reports?
General sales processes lower the quality of your forecasts and create unnecessary extra work!
So why is it like this? There are several reasons, but one is that most traditional CRM systems only support one general sales method. It’s like a doctor giving every patient the same medicine, regardless of what illness the individual patient has.
Back in the 19th century that actually did happen – people travelled from town to town selling wonder drinks that claimed to cure any condition that the individuals in the audience had.
In the 21st century we know there is no wonder drink that cures us. Still, in areas such as sales we still accept similar wonder cures to diverse problems.
Therefore it is relevant to ask your CRM provider whether they support different sales methods. Some will come back to you and say, “YES we do! With our CRM system you can design your own method.” “Great!” will be your answer.
Your next questions should then be, “Can we implement several sales methods and have them active in parallel? Will we also be able to choose which method to use for each individual prospect?”
On those questions, most CRM providers fall short, and you will get a lot of mumbled and dodging answers. That’s because they can’t support multiple sales methods and give the salesperson the choice to pick the most suitable sales method for each prospect.
These are all important functions to increase your flexibility!
A modern CRM should let you:
- Create your own unique methods that fit what, to whom and where you sell
- Choose which sales method to use when creating a new prospect
- Share methods with partner companies
- Have multiple sales methods in parallel that feed the same forecast report
With Salesbox CRM we wanted to create an intelligent CRM that made it possible to pick a unique sales method for each prospect.
We wanted to give you the opportunity to work in the best possible way with your prospects. We wanted to give you as a manager or director the most accurate forecast reports possible, regardless of what, to whom or where your company sells.
We also wanted to give you the ability to state how many meetings particular method steps require, what percentage your prospect weight should increase by when checking each method step, which DISC profile is most suitable to perform each method step and, of course, what to do in each method step.
Salesbox CRM adapts to your company’s successful behaviour!
On top of these functions we also wanted to create adaptive methods. Methods that actually learn your company’s performance. The number of meetings and the most suitable DISC profile will change over time as you start closing deals.
Salesbox CRM checks your successful behaviour and adapts to it, so that you can continue doing more of the things that brought you success.