Sales Optimization

Sales Optimization in the Infromation Age

It has never been truer that we live in a world of change. Standard marketing stratagems from five years ago are obsolete for many industries today. Demographics are shifting and affluence is moving to a new generation. The consumer of today is far better informed than in years past because of the research and information readily available to them via the World Wide Web. Thus the same customer that was once and easy sale now requires a deeply consultative sale. Often the customer’s initial research is already achieved via a web resources rather than a sales representative. The consultation with the representative often has a higher opportunity for an early close because the costumer is well informed. Conversely it has an equally high opportunity for an early loss because the customer is well informed. At speed2marketing we use this principle in our approach to sales in the automotive aftermarket. We believe that a better informed sales staff leads to increased sales, and a sales rep that is less knowledgeable than a customer is not likely to close a deal.

There are however truisms in sales that are not likely to ever change, for example the ratio of response time to closing rate, and of course referrals still close the best. However, did you know that in real estate IVRs tend to close better then repeat customers? (That’s Interactive Voice Response for those of us that are tech challenged.) Would you like to reach those tech savvy easy sales? Find out how a website san drive leads in our article on lead generation.