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ABCN TRAINING FOCUS |
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It's important to recognize that no matter how good a salesperson you are, if you don't have a selling system, you can't compete. This issue of Training Focus will give you pointers on developing a selling system with sales force automation (SFA) and customer relationship management (CRM). |
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Create an effective system so you can efficiently manage your center lead flow, close more deals, and hone your sales forecasting skills. |
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With these skills as your team's tools, you can better manage your relationships with customers, creating repeat business and loyal clients. |
With the right kind of attention-grabbing elevator speech, you'll create more opportunities, keep the conversation going, close more sales, and ultimately create more revenue for your ALLIANCE center. Once you have your prospects' attention, keep building your relationship with them and you can become a trusted advisor in your area of expertise, serviced offices. Serve existing and potential clients as a consultant, offering good advice based on their needs. |
With the right kind of system, you can keep track of all incidents of contact with prospects and clients, as well as the outcome of each incident. Using an automated tracking program will actually improve your connections when communicating with clients. Make the jump to sales force automation and customer relationship management, and watch the selling system and revenues improve at your NETWORK center. |
The Academy will offer a Super Session in New York City, November 28-29, 2007. Contact ALLIANCE Academy's Executive Director, Susan Smith, at by email at ssmith@abcn.com or by phone at +1 678 641 4467 or +1 800 869 9595. For information on ALLIANCE's UltraSoft program, please visit the ALLIANCE-Ultra program page in the Member Portal. |
A critical part of the formula to success in the OBC industry is the ability to make sales. Being a personable and effective salesperson can bring you prospects who become clients who refer their friends and colleagues to your center. But sometimes even the best salespeople find themselves unable to beat the competition. 
Creating a selling system is not about making a rote process out of your work. There are a number of excellent reasons for creating a selling system, all of which revolve around the success of your center. The most important ones are the low cost to high benefit ratio, the increase in efficiency, saving both time and money, streamlining your center's process, automating your workforce, and targeting marketing campaigns. 
There are a few critical points to hit when creating your selling system. You must aim for implementing a selling system that will improve your center operations with efficient lead flow management, crucial prospect information, accurate forecasting, effective marketing campaigns, and access to proven sales techniques. 
Possibly the most important part of your selling system is your opening. We all know the importance of having a good elevator speech, but does yours stand out and really get people interested? 
Streamlining your process and building relationships can be easier than you think. Programs that allow for simple and easy automation of your selling system are excellent tools that your ALLIANCE center will find invaluable. 