Communication
27 October 2011
Have you ever asked yourself why more deals are not landed sooner than expected? Of course, every situation is different, but there are a number of reasons behind this frustrating reality.
Reasons
Those reasons are:
• Sales representatives often spend more time on internal communications about an offer than expected
• Failure to inquire sufficiently into a customer’s true needs results in inadequately prepared quotations, leading to uncertainty
• Minor changes in customer requirements leads to significant delays due to renewed internal consultations and approval processes
• Customer concerns remain unknown because sales representatives often do not focus on identifying risks and threats. This results in delays that are inexplicable to the salesperson.
Unambiguous communication
All in all, there are plenty of reasons to take the necessary action to ensure clear and unambiguous communication about customer desires and the subsequent offering of products and services. A lack of clarity leads to uncertainty and uncertainty leads to delays.
What actions do you take to significantly improve the communication process?
Otto van der Tang is Managing Director at Sofon - supplier of sales support software. As Otto has a lot of contact with clients, he has a clear insight into how companies that deliver customer-specific products and services can realize improvements within their sales and quotation process.
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