Direct Sales 3.0 is about bringing in the best Direct Selling Practises that have been refined over a period of time by many sales experts. SmarrtGrid has developed 02 frameworks that address all the challenges in a scientific manner to help sales people close more sales. With implementation of these frameworks and constantly working with them enables business owners to develop “Scientific & Data Intelligence” based selling in the organisation.
The 6 Stage: S.P.E.N.C.O Framework:
The sales journey of any consumer is divided into 6 stages. These stages have specific asks in a sequential manner. Only when these asks are met with the customer moves forward in the sales journey.
Ideal Application:
- This framework is ideal for complex deals, large & mid market sized customers or opportunities that have integration of products and services.
- It is highly recommended to be used by Inside Sales Team for customer and opportunity qualification.
- It helps business owners and business development managers take control of the opportunity by identifying weak areas and take immediate corrective action.
- It enables the sales representative identify the sales objection types and what they need to do to eliminate the
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The Sales Objection Journey Framework:
The sales objections are here to stay. No matter how hard you try to evade them, they will always be there and pop up when least expected. More and more sales representatives lose sales everyday because they have not been able to identify and eliminate sales objections. 6 Why’s (Based on Selling by Science) categorises the sales objections and SmarrtGrid puts them into the 6 stage “The Sales Objection Journey”. Structure your Buyer’s Sales Journey in this framework and win more sales
Ideal Application:
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- This framework is applicable for long sales cycles.
- From simple to most complex deals, the buyer’s behavior is always the same.
- It helps sales representative to create value.
- It enables the “Challenger” in the sales person and lets him take control of the customer conversation.
- Use this framework to demonstrate a different selling skill and method and grab attention of the customer from the word “go”.
