An Important Sales Success Formula

Time is increasingly becoming sales orientated organisations competitive "secret weapon". In the past the majority of sales managers have thought, and perhaps received management training emphasising, that corporate success was based on the traditional formula "Give maximum service for the lowest possible price". In the meantime, however, a new formula for organisational success has developed: "Give your customers maximum service for the lowest price in the shortest possible time."

Businessess who base their considerations on time belong to a new generation of organisations. They have the following characteristics:

They consider time to be a vital factor in their selling strategy.

They react quickly to clients' requirements and make themselves indispensible.

They only deal with clients who are concerned about the time factor and force their competitors to concentrate on other segments of the market.

They determine the rate of innovation within their own branch of industry.

They grow faster and make more money than their competitors; their turnover growth exceeds the branch average threefold and their profitability indicators are almost five times that of the branch average.

You will be a member of this new generation of organisations once you have realised the following targets:

Your delivery system is two to three times as flexible and able to react as your main competitors.

You know that your clients value this and you have translated this knowledge into appropriate prices.

You have a surprise strategy based on your competitive advantage of "time".

So how can you become flexible and so able to react quickly to your clients' demands? In case you are far from realising these goals, here are a few tips:

The major causes of waiting time and delays are:

organisational constraints, which can include factors such as long planning and permission processes;

problems of quality, which can result in time-consuming manufacturing and construction work;

structural difficulties, such as complex communication channels between departments within the organisation.

Many companies which concentrate on the time factor abolish the functional structures of their purchasing, manufacturing and sales departments and build project teams. Within the project team every team member is focused on the whole process, from manufacture to delivery. This eliminates "departmental thinking" and "silo" culture - a common cause of concern for managers on management training courses

How do you translate your time advantage into higher prices?

Explain the advantages that you offer, in a clear way, as a time-oriented supplier to your customers. For example:

Your clients can cut back on their warehouse facilities. Your customers can make purchasing decisions according to demand. Your clients' cash flow becomes smoother. Your customers get an improved service.

How do you surprise your competitors?

You have to try to stay one step ahead of them to surprise your copetitors. Any attempt you make to improve your reactive speed will fall flat if your competitors can keep up with you.

Draw up a clear and precise plan which explains every step on the way to becoming a time-oriented supplier.

Do not disclose your success (i.e shorter delivery times) too early. First of all you should profile yourself on the market.

Concentrate your marketing and sales strengths on clients who are really sensitive of the time factor and who will truly appreciate your speed.

Becoming a time-oriented supplier is not easy. It requires a whole organisation rethink. The importance of time is right up there with cost and profits and this is why attention is increasingly focusing on time management training as core skill areas as well as budget management.

----------------------------------------------------
Richard Stone is a Director for Spearhead Training Limited that runs management training programmes aimed at improving business performance. You can see information at =>http://www.spearhead-training.co.uk

EasyPublish this article: http://submityourarticle.com/articles/easypublish.php?art_id=211916