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(215)643-7599

 (866)-415-4130

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SalesAutomation.com

203 Pine Valley Drive

Coatesville, PA 19320

(215)643-7599 -- (866)415-4130

F(215)929-1152

Sales@SalesAutomation.com

Revised: 02/07/2012

Created and Supported by SalesAutomation.com

Copyright, 2010,2011,2012 All Rights Reserved,

 

How A Business Development Center™(BDC) Works

Sales Methods have changed;  your BDC overcomes these new situations:

  • In order to get a new account; you must contact 3-5 people 6-7 times per year.

  • Few salespeople have enough time to do all that they must do daily... besides selling.

  • Because of technology it is harder to reach a buyer as never before.

  • The Internet provides the information that a buyer needs to purchase. 

  • 20% of your prospects make up 80% of your profits/commissions... but which 20%?

  • Most sales are lost because the salesperson is not there when the customer is ready to buy.

People buy from people.

In most marketplaces, the prospect has a substantial choice of similar products and services. The greatest difference with these products and services are the people who sell them.

Touches

The more “touches” that occur, the more people tend to buy. Marketing research indicates that people need to be “touched” at least 10 times before they consider your proposition. These “Touches” may include letters, phone calls, visits, e-mails and social media interaction. Most salespeople call a prospect only two or three times before moving on to the next one. This gap accounts for why only such a small percentage of their sales close.

The new sales method

The new sales method addresses the need for customers to buy in a fashion in which they are comfortable. This is done through a series of strategically timed letters/e-mails that perpetually reinforce your selling messages. If you have not opted to have us customize your Sales Mail letters/e-mail, you should modify the generic letters we have provided to fit your particular company’s selling message. These letters/e-mails go out to all your prospects at the appropriate times in the sales cycle.

Under the new method of selling, proactive salespeople drive sales by engaging in the appropriate activities, in the proper frequency. Sales is not a matter of intuition, hope, and luck. It is art, science, and discipline. The BDC deals with these activities, that should be engaged in to sell your products and services effectively and productively.

Common sense

Common sense dictates that no customer can buy your products or services if they are not aware of the existence of your products. This condition is called Top-Of-Mind Awareness. Your BDC will help you increase sales because of its unique ability to maintain top-of-mind awareness on the part of all prospects, all the time.

Salespeople add value

Sales representatives add value to the products and services by providing information at the right time, and in the right form, so prospects can make a buying decision.  In today's sales environment website will help a salesperson close a sale. 

  • The art of selling encompasses providing the information in the right form.

  • The science of selling is being there at the right time to provide it.

  • The discipline of selling is doing it constantly and consistently.

The old method of selling trained and equipped the sales representative to say and do things to make their prospects buy within a fairly short window of time. That paradigm may have worked in the 1950s, but it does not apply today. Buyers are now much more sophisticated and resent being manipulated into making decisions prematurely.

Buyers' buying cycle

The new method of selling recognizes that buyers have their own buying cycle, and helps the salesperson to work with it. In order to close a sale, two conditions must occur simultaneously. First, the prospect must have top-of-mind-awareness regarding your company’s offerings and benefits. Without awareness of the benefits or value they receive when they buy or change, they cannot make the correct decision. With it, prospects can be persuaded to buy, if and only if, the second condition exists.

Need to change

The second condition is the recognition of the need to change. Few salespeople can consistently persuade prospects to buy when the prospect does not acknowledge the need to change. When these two conditions coexist and you are involved with the prospect, you have a good chance of winning a new order or account. If the conditions exist, but you are not involved with the prospect at that time, you cannot win anything.

Maintain relationships

The BDC allows you to maintain relationships, perpetually, with an infinite number of prospects. Please note, this is accomplished without you doing any extra work. All you do is spend more time selling to more qualified opportunities.

Stay In Touch

All you do is provide information to your prospects so they can make a buying decision. You can rely on the BDC to “stay in touch” with your customers and prospects. This allows you to be involved with a prospect or customer when the “window of opportunity” (to sell something) opens. This is true no matter how many prospects you have.

The next step

The BDC manages and supports your prospecting to new accounts and penetration within existing accounts. Each attempt to sell to a prospect or customer has an identical purpose: to determine whether the prospect or customer should move to the next step of your sales cycle, and to persuade them to do so.

Each Sales Attempt concludes in one of four possible outcomes:

Yes:  The contact agrees to go to next step. The next step may be an agreement to meet with you or the final next step which is “go ahead and process the order.”

No: The contact says, No. They are not interested in moving to the next step. Before abandoning this opportunity, determine whether this is a temporary “No” or a permanent one. Keep in mind that there are very few situations which warrant a permanent “No”. This is due to the fact that the average decision making group completely changes it’s make up every 2-3 years. Therefore, you should treat today’s “No” as tomorrow’s “Maybe.” Each different answer will allow you to choose what step (strategy) you want to put your prospect into. 

Wait: The prospect or customer says that they want to wait. This period of waiting may be a ruse or a genuine requirement. Regardless of the cause, treat all of these requests with respect. With the BDC working on your side, all requests to wait are followed up on perpetually. You will never again lose an order because you forgot to get back to somebody that needed to wait. Just instruct the BDC  to stay in touch with these opportunities until the customer or prospect is ready to buy.

No Contact: For whatever reason, you and the customer miss connections. Reschedule the appointment and keep selling! Using the BDC’s automated processes makes you more efficient because you spend time selling to prospects who are “ready to buy.” With automated sales strategies, you will get more consistent and predictable sales. Your BDC enables you to acquire Top-Of-Mind Awareness and maintain it relentlessly.