A salesperson’s level of success increases dramatically when the salesperson follows a consistent process. Such a process is typically illustrated as a model, called a sales process model.
Are all sales process models equally effective? The answer is unequivocally, “No.”
Why?
The underlying rationale of most sales process models is that they are built, almost exclusively, from the salesperson’s perspective. It defines a series of activities that specify what the salesperson should do to move the sale forward and to be effective.
Seems natural enough, doesn’t it? After all, a sales process model is about selling. But there is something very wrong with this thinking.
There is nothing wrong with a sales process based on the salesperson’s perspective and requirements…. provided that the salesperson who is following the process is also the one doing the buying. In reality, seldom is a salesperson both the seller and the buyer.
The fact is – buying is more than a little important to selling. If nobody is buying, it’s a certainty – nobody is selling. Given this fact, isn’t it reasonable to ask, “Why do so few sales process models even seem to consider the buying process that customers move through whenever a sale occurs?”
There must be a better way.
There is.
Interval-Based Selling
Interval-Based selling is a practical and effective approach to selling. Our approach differs from other sales methods in several ways. Rather than salespeople focusing on their own activities, sales people learn to focus on customers’ behaviors in the context of our well-researched sales model. The sales person focuses on moving the customer through each stage of a decision path. The duration of each stage in the path is called an interval. Better interval management by the salesperson produces many benefits including:
- shorter sales cycles
- earlier identification of low probability opportunities
- increased collaboration with the customer
- higher closing rates
and much more… Contact us today to find out how Interval-Based Selling will help you be more successful in selling your products or services.
