Another great presentation at Business Village this week, this time from the founder and MD of South Marston-based SMP Ltd, Neil Grant.
Neil set up Strategic Maintenance Planning Ltd 20 years ago which, in its first year of trading, turned over £67K, and in its second year of trading, £1m. The company provides maintenance planning software solutions. Neil attributes the company’s growth and profitability to the application of a sales cycle process and, of course, a team of world class professionals.
So what’s the recipe for a successful sales cycle?
As Neil says, this isn’t his formula for success. He has adapted the methodology from the CEO of DEI Management Consulting, Steve Schiffman – a renowned expert in sales.
Neil likened the sales process to quenching a thirst. You shouldn’t wait until your thirsty, have a drink, then feel thirsty again. Far better to have a hose drip-dripping water into your glass, so you can constantly top up.
He then talked through the stages of the sales cycle – call, contact, appointment, interview, presentation, close – and how to negotiate each vital stage.
If you missed the presentation, or would like a refresher, here it is in full:
If you missed this event, don’t forget that we meet every Thursday morning for breakfast at the Campanile Hotel. Newcomers are more than welcome. Just check out our networking event schedule here. And if you’d like to find out more about Business Village, just get in touch.