Sales Process

 

For a sales organization to be successful in getting its product or service to market, a well-defined sales methodology and process is essential.  We view a process as something that is predictable, repeatable, and measurable. The sales process normally begins with market segmentation – identifying your potential customer or user, and eventually meeting the needs of your customer through closing a sale.  As part of the buying cycle our customers or prospects may not have the same sense of urgency as your sales channel.  This is why staying in touch with your customer by effectively managing and nurturing the business relationship may be the only viable way to be there when the time is right for closing the sale. 

 

The Chapman Group’s approach to opportunity development is a proactive one via a continuum of “touch management” to the appropriate decision makers of your customer or prospect.  Our sales development methodology is a strategic encounter or “touch” that keeps your solution in front of the potential buyer through a series of timely, well-defined interactions.  We consider a touch as anything from a well-planed conference call to mailing brochures that highlight your product as a solution to your target’s needs.  This sales development “continuum” includes your senior management as part of the touch, and allows you to continue interacting with a customer at all levels of decision-making. 

 

The strategy is to stay in front of the customer or prospect with your message until a sale is finalized!