Here are some questions that I found useful in asking organizations how they currently get business and win clients. Answering these questions will help you improve how you work on your business, and see things differently, while you are working in your business.
- Describe the full effort to prospect (list every way you have of generating a prospect).
- Describe the typical sales cycle to close a sale, from generating the lead through to a close.
- How many contacts do you have to make to sell?
- What is the length of the sales cycle from initial contact to close?
- How many competitors are involved?
- How many different people do you usually meet with to close a sale?
By answering these questions, you will be able to begin to determine how your clients buy and you will uncover some of the weaknesses that may exist in your ability to win business.
This is not negative.
This is a good way to start looking at how to win more effectively and efficiently. So, take the time to look at your answers - from a scientific point of view and you will be able to create a plan to work on the areas where you are most deficient.
Good Luck! Joe Murphy
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