The Process of Sales Achievement
Phase 3: Account Development
Implementation:
Stand and Deliver
Cultivation:
Sustained Performance
Implementation - Stand and Deliver
Focus: Assuring a successful start.
Tools: Identify the three Implementation stages; Providing testimonials for assurance; Review 'Roll-Out' plan with customer; Review internal 'Roll-Out' plan with staff
Cultivation - Sustained Performance
Focus: Constructing a cultivation plan to exceed customer expectations.
Tools: Develop Retrospective Initiatives to review recent customer objectives; Develop Prospective Initiatives to identify on going customer objectives; How to begin the 'cross selling' process; How to ask for referrals
Click on a phase in the cycle to see more information.
- Organizational Phase
- Sales Activity Phase
- Account Development Phase