"Damnit! Where do I place this freaking order?"
- Zach
What is the most important feature of a sales driven business? If you said "sales", then pat yourself on the back. Sales, sales and more sales. Fulfillment, operations, legal, accounting and all the rest come only AFTER A SALE!!
As much as all the people who are not in sales complain about salespeople or the sales process, it is only because of sales that any of the other jobs are present.
This is not a post on why you should love salespeople, rather, on why sales organizations should be focused on creating the most SIMPLE sales processes for clients. If I, as a client, cannot figure out how to buy from you, then you FAIL. If I must Google "how to purchase" because it is so hidden behind the 9000 things your company offers, then you FAIL.
2 DEGREE SUCCESS STEP: What makes iTunes one of the most powerful sales engines in the world? You click, listen and buy...all in one spot. There is no fancy process. You just buy, buy and then buy some more.
Why is WalMart (the evil empire that it is) so powerful in its sales? Prices are clearly marked, aligned in a manner that encourages a great deal of purchasing with price points that drive additional "well, it is only $10" purchases. They make it easy to buy...and buy a lot.
When looking at your business, your approach to business or your company's interactions with clients, ask yourself, DO WE MAKE IT EASY TO BUY? Or are you your own worst enemy in the sales game?
Cheers,
Zach
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