e-Future Consulting Group is pleased to announce a 2 Week Special Offer for the Small to Medium Size Business Owner (SME).  This offer will allow you to speak directly with an experienced professional from the e-Future Consulting Group Team for two-hours, discussing your business. This Business Planning & Strategy session will assist you in uncovering the challenges and opportunities that your business is facing today and how they should be prepared for in the future. Beginning May 1st and concluding May 16th, e-Future Consulting Group is proud to assist businesses in their goals of securing a place in the future of business.  This is a limited time offer with limited availability, so act now to secure a time, by contacting info@e-futureconsulting.com.

 

 

Now that you have selected the right person or persons to represent your organization to the world, it is time to decide just how you want to sell to your target market.  Having a viable product or service does not guarantee success in the market place, but properly marketing your product and service will serve your business well.There are many ways to develop sales plans, and if I wrote about these ways each day for a year, I would only be scratching the surface.  Critical to your decision process is being able to understand your target market and how they make decisions.  There are literally thousands of books that have been written on “how to sell”, and hundreds of sales training organizations, so if you are at a complete loss here, I would recommend that you do one of these three things:  1) speak with someone you know who is in the business you are in and see how they go about their selling; 2) go to your local library or book store and check out or purchase a few different books on selling and see what fits your organization best; or 3) (and this is my favorite) contact e-Future Consulting Group and we would be glad to sit down with you and assist you in putting together a customized sales plan and process that works best for your organization.

So that we stay on target for this plan, we will make the assumption that you have a product or service that is competitive in its market and that the decision process followed prior to the purchase of the product or service is ranges from simple to complex, depending upon the target customer’s organization. If this scenario sounds like the one you are currently in, I would highly recommend using the Miller Heiman Strategic Selling process.  This sales process is world renowned and utilized by some of the finest organizations across the globe.  The Miller Heiman Conceptual Selling process is also a great process for your organization if you are transitioning from a product-led to solutions-led sale.

There are really no shortcuts to designing and implementing the proper sales process for your organization.  Common knowledge tells us that 80% of the new businesses that come up board each year are gone in less than three years, and one of the primary reasons behind this is that lack of forethought on the business owner to develop and put in place a sales process that is effective at:

¨       Getting in front of the prospects decision maker

¨       Understanding the needs of the prospect

¨       Aligning their product or service as the best solution for the prospects needs

¨       Delivering the product or service in a timely manner, specifically in the timely manner for the prospect

¨       Following through after the sale to make sure the client is satisfied, and

¨       Servicing the client after the sale, by offering valuable knowledge and information on new products and services, or ways to improve efficiencies by utilizing other complimentary products or services that your company offers

For additional information on customizing your company’s Sales Plan and/or Sales Process, contact e-Future Consulting directly by e-mail at info@e-futureconsulting.com , for an analysis of your current situation.