For maximum efficiency, it is necessary to have a structured sales method. Yet, we see so many companies ignoring this. Unless a company has structure in their sales process, sales can easily be lost.

The first and most basic step is to take the time to develop a sales process. It doesn’t have to be too cumbersome and you don’t have to have your team fill out too many forms or jump through too many hoops. The only question that should drive the initial process is “What does the customer need in order to make the purchase.” The following questions can be asked:

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• What will it take to make a purchase and who needs to be involved.
• Where is the client in their buying process? Are they shopping around or are they a few days away from signing a contract?
• What is the next step that they need to take? If they are shopping around, for example, this could be the time where you send them a discount.

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Sales should operate with the knowledge that everything that they do is to get the prospect to the next stage. When sales takes on an action with the client that doesn’t get customers to the next step, the energy will prove to be futile.

This same logic should be used when you have a client meeting. By remembering what you want your prospect to do at the end of the meeting, you should have a plan and execute that plan during the meeting. The end result is to have your prospect take the next step in their buying decision.

By remembering where the prospect is in their buying process will allow you to make the right decisions in enabling them to take the next steps before a purchase.