By Phil harwood

Do you ever wonder how your prospective customers view your company during the sales process? Sometimes it’s difficult to know just what they are thinking. However, there is one approach that is proven to be effective. 

Whenever I’m seeking to hire a company to do some work for me, I’m keenly aware of the nuances of each salesperson’s process. As a buyer, I know what impresses me and what irritates me. In fact, I decided to make a list of a few items from a recent experience I had hiring a painter. 

What impresses me? 

• A real person answering the phone, even if it is a service
• Quick response 
• Schedules an appointment for a specific time
• Arrives on time
• A professional business card
• Appropriate explanation of the process (not too shallow, not too detailed, just right)
• Asks intelligent questions to clarify specifics
• Proposal delivered promptly 

What irritates me?

• Voicemail
• Delayed response
• Schedules an appointment for a window of time
• Arrives early or late without notice
• No business card
• Inappropriate explanation of the process (too shallow or too detailed)
• Lack of clarifying questions
• Proposal delayed

There’s a good chance that other people have the same list as mine. It might not be 100% the same but I’ll bet it is 90% the same. What would you change if it were your own list? 

Now, if this list represents 90% of all buyers, wouldn’t it be great to compare it to your company’s actual sales process? Which items are your people proficient at? Which items do they struggle with? Which items are always followed and which are haphazardly followed? Do you know? A quick review just may expose some areas of opportunity. 

Another opportunity to improve your sales process is to have your people take our free online sales course, available at GrowTheBench.com. 

Now go forth.