Sign & Digital Graphics

May '17

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Page 26 of 104

RUNNING THE BUSINESS L et's face it: In today's technology- reliant business environment, pros- pects are increasingly impatient, espe- cially during the sales cycle. However, if you can quickly manage the sales cycle, you're in a great position to shine above your competitors and win the business. Here are four tips that can help you shorten the sales cycle and, ultimately, win more business. 1) Define your value proposition early in the sales process. To create the most effective value proposition, you need to identify your customer base and determine some of your customers' big- gest hurdles. State how your services solve those problems and why you differ from competitors. Customers often see signage as a commodity. By communicat- ing your value proposition early, you can help customers understand why your ser- vices can solve their business challenges. 2) Review the general outline of your terms with the prospect before submitting an official proposal and ask for feedback. This helps you avoid any unexpected objections, which can often slow down the process. Four tips for shortening the sales cycle to win more business Glenn Chambers is a 15-year signage vet- eran and the business development manager for ikeGPS, the maker of Spike, a smart laser measurement solution for site surveys and estimations. 22 • May 2017 • S I G N & D I G I T A L G R A P H I C S The Sales Cycle B Y G L E N N C H A M B E R S

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