Business Development in a Box: The ASVP-Acme Pipeline Click image to enlarge.

For any sales process there are always two perspectives: The seller's, and the buyer's view of the world.

Study any successful sales transactions, and you will soon see the process has succeeded because the buyer and the seller were in step throughout.

Sounds simple. But how often does your sales and marketing process grind to a halt? Almost always, it occurs because of a lack of synchronicity between the buyer and seller. Of course it can happen for other reasons too - but the most common reason is the buyer moving at a rate or in a direction which differs from the seller. To reinforce - here's a few examples where the process fails:

• When did your family doctor last call you out of the blue, to ask if you are sick and to make an appointment for a consultation? (Probably never, certainly very rarely).
• How do you feel when the telephone rings during dinner at home, and it's someone from a call centre trying to sell you raffle tickets, a mobile phone service, or trying to get you to switch power companies? (Ambush Marketing!)
• And how do you feel when the telephone call begins with "Congratulations, you've been selected as the winner of a free vacation on the Gold Coast, providing you qualify..."? (Questionable practices...)

These are all examples of selling processes that are out of step with the buyer. Which is why they seldom, if ever, work.

So what does work? For a start, properly understanding your buyer's buying process works, but only if you then modify your selling process to fit...

It's simple enough when you understand the framework for success. If you would like to know more, contact ASVP Group for an initial discussion about your selling process.

There's no obligation, and naturally there's no cost if you don't engage us to help you grow your business. So why wait? We look forward to speaking with you soon.