5 Tips for a Complex Sales Process
2. Ensure the proper processes are in place and that communication is a priority.
The salesperson's role is to liaise with clients and his or her company to facilitate quick fixes to any issues and problems that may arise, as well as to provide positive feedback internally on everything that is working well. Do you have a system or a schedule in place to stay in touch regularly with clients?
3. Plan to expand.
Partnerships that drive innovation and increased revenue evolve and will require additional resources over time. You have to monitor the progress and coordinate appropriate next steps. I've had many clients double or triple their business once the relationship was proven and it is much easier to sell to existing accounts than to win new ones. If you are not in regular, proactive contact, you won't know if additional needs arise or your competitors are knocking on their doors.
4. Create deals that are fluid and flexible to adapt to changing business conditions.
Partnerships should continually be enhanced and improved. They need to be constantly monitored so both parties are getting the results they expect. In other words, don't think your job is done once the contract is signed.
5. Coach your clients on implementation requirements and demands.
I've seen in my role that many companies believe their products, processes or customers are special or unique and request customization. You can educate and encourage conformance to industry standards that will increase quality, throughput and scale—meaning the clients actually get better results. Remember, you are the expert guiding your client through the process. They need the benefit of your experience.
In the end, if you work to understand the objectives of your prospects, build your knowledge and experience, and focus on the best outcome for your company and clients, you will not only be successful, you will have great references that will help you sell even more!