Can we do it one step better yet? Can we take it up a notch? Of course. When it comes to selling, we can always do everything better.
Here’s a way to look at your system that will provide you with a tool to use to make every aspect of it better. Those of you who have engineering in your background will find this next idea particularly attractive.
Let’s flow chart the steps in our selling system. This will help us to understand what the customer goes through. Flow charting the process allows us to consider each of the customer’s decision points and then to focus precisely on improving the quality of that step in the process. It provides us with an additional layer of insight into the workings of our sales system and helps us to identify the weak spots in the system graphically and with more precision. That, of course, leads us to refinements that will be more highly focused.
The more precisely we can measure the sales system, the more precisely we can refine it, and the more effective it can become.
When you use the flow-charting method to identify the weakness in the system, you focus your time and energy on improving that one piece of the process, and create a more effective tool.
Now, add to it a financial measurement of your sales system: Kahle’s Kalculation. You can download the spread sheets to help you create this number here. Use this measurement to make fine-tuning corrections in the processes and tools of your system.
You will become more effective. You will become successful. Go forth and Sell Well!