Sales cycle is the process salespeople use to close a sale. The sales cycle must be managed for a positive outcome.
While there are sales cycles the purchaser also has a preferred method of buying. There are different types of purchases: one time buy, new buy, recurring purchase, straight rebuy, modified rebuy. For each of these the buying cycle and necessarily the sales cycle varies. One time buys, for example, are typically expensive purchases made infrequently. For the consumer it would be a home. In the business world: a new factory or even the acquisition of a company. Straight rebuys are those where the same product is purchased again. For a farmer it might be seed or fertilizer. A university might purchase printing. Recurring purchases can be raw materials for a manufacturer or toothpaste for your home. In general the more expensive and higher risk the purchase, the more complex is the buying and sales cycle.
Sales Cycle Fundamentals Of Qualifying
While buying cycles vary depending on the type of purchase and the purchaser, the sales cycle has fundamental steps. All sales are personal. People buy from those they trust and respect. That’s why all successful…