How does the Science of Selling improve sales effectiveness?
Improving sales effectiveness is all about uncovering customer needs.
The Science of Selling® focuses on the integrated processes to uncover, document, confirm, and share customer needs throughout your organization. It provides participants with an understanding of the science behind earning customer trust and the types of questions to ask to uncover the customer's needs in the first sales call. In the Science of Selling we call the documented customer needs assessment a Letter of Understanding or LOU.
The result - shorter sales cycles
Since up to 80% of information learned is forgotten within 24 hours, the Science of Selling provides participants with a proven framework to categorize and document the customer's needs early in the sales process. Once documented, the customer needs assessment is sent to the customer for confirmation.
The result - customer-centered solutions
After the customer needs assessment is confirmed to be accurate by the customer, the Letter of Understanding is employed in The Science of Selling methodology to more effectively plan tactical sales strategies and more efficiently engage costly sales support resources.
The result - higher closing ratios, reduced sales expense
The Science of Selling methodology leverages the documented customer needs assessment (Letter of Understanding) to map your company's solutions directly to the customer needs.
The result - easier to sell "value" over price
After the sale is completed, the documented customer needs assessment can be used to analyze why the sale was won or lost. It can also be used to identify and share best practices.
The result - continuous improvement
High turnover rates in companies today often make it difficult to explain to new decision-makers how your solutions have provided value over the duration of your relationship with your customer. A repository of documented customer needs will make it easy for your sales reps to explain to new decision-makers how your solutions have provided value over the duration of your partnership. It will also help your new sales reps better understand your customers business and significantly reduce customer satisfaction problems.
The result - higher customer satisfaction levels.
The Science of Selling is a process that improves sales effectiveness throughout the selling process and long after the sale is closed. In our research, we have discovered that less than 5% of sales people have a standardized process to capture, document, confirm, and share customer needs assessments.
The result - competitive advantage
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