#TheSellingMachine #TOP10Customers

As in a recent published post from Paul Mc.Cord "The Prospecting Disease" we have to choose good target customers to be successful within easy reach.

There is a practical rule that we must consider. If the sales budget is 100, the potential purchase of the 100 customers chosen must be at least 500. In this way we can have sufficient margin to cover the differences and difficulties that surely appear.

Within the circle of 100 targeted customers we will fix 10 "TOP 10 customers" who will be the subject of a personalized strategy. We will preferably choose these ten "TOP 10 customers" in the groups "Customers Growth" and "New Customers" with high potential (Key Class). For them we will develop a personalized strategy, as we have mentioned, based on the best possible "approach". We will begin by analyzing their potential by lines and product families and make a strategic rapprochement. We will detail all the necessary contact persons in the decision making process and will assign them a member of our team for each of them, from the top management to the internal sales that will assist them by phone.

Once selected our possible offer with same, similar or equivalent products we will look for the movements of attack (see "The Strategic Process" #Strategic#Process #Strategic Movements #Attacks http://jcalvareztobar.blogspot.com.es) and select the most suitable for every type of situation, depending on the product, the counterpart and the existing competitor. Each case must be studied separately. No two situations are alike in the process of the sale.

  

By the "Contacts and Relationships Map" we will select which attack movement has to give each member of our team over the counterpart of the customer.

Attack movement, customer response, reflection and next attack movement. That's the sequence. It is more like a game of chess. What happens here is that several people are involved and they must be coordinated. Acting in this way and correctly positioning our customer's interactions it will be difficult for a customer (and for the competitor who supplies him) to resist. It is a "multilevel" attack movement from top to bottom throughout the decision making process of the customer, adapting the best attack at all times for the person, product and competitor we have ahead.

Many companies still operate with sales engineers acting as lone wolves that move at all levels of the client. Nothing to deal with a movement of "multilevel" attack as we have described. The client feels more important, more attended, more open to listening to a compact, coherent and seamless team. The networking is established between the two companies. The relationship has more contact points and becomes a safer, more stable relationship.

There are obvious steps to convert our sales team in #TheSellingMachine!