Home Add to Favorite Contact Submit  
             23 January, 2021
 

    
Category:  Articles » Business » Sales

 

Increase Sales Coaching Tip - Know the 4 Stages of Customer Development

Popularity:
         Views: 1473
2008-04-23 05:09:33     
Article by Leanne Hoagland-Smith

Customer development is critical to achieve the goal to increase sales. To be able to achieve this goal begins by understanding this simple word - development.

The word develop has both Old French and Latin origins. Develop combines the root words that mean apart and to wrap. From these words, the definition has evolved "to cause to become gradually fuller, larger, better."

Now imagine your customers becoming fuller, larger and better. What does that picture look like to you? How would developing your customers affect your bottom line?

Customers do not start as customers, but as suspects because you do not know if they meet any of the 4 criteria necessary to be a qualified prospect. These four criteria are:

-Have a need or needs
-Have a budget
-Are the decision maker
-Have urgency to solve their need or needs

Suspects are the first stage of Customer Development. They do not know you. To have them gradually become better, you must get them to cross the Bridge of Awareness by meeting them at business networking events, through your marketing efforts and sometimes via third party referrals. During these encounters, you learn if they have any of the four criteria.

Upon crossing the Bridge of Awareness, they become prospects and this is the second stage of Customer Development. At this time, you know that they have at least 3 of the four criteria. To gradually turn them into a customer requires that the both of you cross the Buying Bridge where you walk the planks of a proven sales process, strong marketing and selling skills and relationship building. Now you have the opportunity to identify all 4 criteria and transition the qualified prospect into a for real customer, the third stage of customer development.

A customer buys from you at least one time however the long-term relationship has yet to be established. To transform this client into a loyal customer demands crossing the Bridge of Communication. While crossing this bridge, the customer and you make contact at least 2 to 3 times each month, the relationship becomes firmly established and you become a trusted advisor.

Now you have taken the client into the fourth stage of being a loyal customer. However, there does exist a final bridge that only you as the vendor can walk. This is the Bridge of Denial. When you begin to walk over this bridge, your actions are more focused on finding new customers, your beliefs now assume that the customers will always stay loyal and "if it ain't broke why fix it?" If you walk this entire Bridge of Denial, you will turn your loyal customers once again into suspects.

Understanding the 4 stages of Customer Development is necessary to be able to increase sales. Take this sales coaching tip and apply it to your existing suspects to customers. What stages are these folks in and how are you going to get them all to that final fourth stage?

What other actions have you taken to increase sales? Take free sales skills audit to help you crystallize the what of your sales skills.

Do you need some additional sales coaching tips but cannot afford a sales coach? Then visit the sales coaching gym.

Leanne Hoagland-Smith helps individuals & organizations through business coaching training services (locations near Chicago & Indianapolis) to increasing productivity and profitability. Her clients quickly double results in 30 to 90 days. Call 219.759.5601 to schedule a free business coaching consultation.

Specialized in: Sales Skill Assessment - Sales Skill - Sales Assessment - Sales Training - Sales Process - Business Sales - Sales Professional - Solo Profesional - Real Estate Agent - Financial Advisor - Small Business Owner - Executive Coach - Sales Coaching - Increase Sales - Sales Success
URL: http://www.processspecialist.com
Print article      Bookmark this page
Related Articles 
The first step altogether forms of twine replacement are removing the broken twine (Popularity: ): Any range of things will cause your machine to act out of flip, or rather, in some cases, to stop acting altogether. In several instances, though, the fiend behind all this madness is just a foul, broken, frayed, or frazzled electric cord. As a result of an influence twine is virtually the bridge between power and gear, if the twine is compromised; the tool can't receive the ability it needs ...
What You Can Expect From a Reliable Duct Work Parts Provider (Popularity: ): Whether it’s for dust collection, air pollution or any other mechanical installations, duct work is integral for efficient operations. Owing to their huge demands, various industry manufacturers have come up with new ideas and duct products with added features. Hence, it is obvious that you, as a consumer may get confused as which one would be best to suit your needs. Read on the following tips to find out what ...
What are PET or PETE Plastic Bottles and their common uses (Popularity: ): P.E.T. or P.E.T.E bottles are frequently used for plastic carbonated beverage and water bottles. PET is an acronym for polyethylene terephthalate,Recycled PET Shopping Tote, a plastic resin and a type of polyester. Manufacturers use PET plastic to package products because of its strength, thermo-stability and transparency. Customers choose PET because it is inexpensive, RPET Bags, lightweight, resealable, shatter-resistant and recyclable. PET bottles are labeled with a resin identification code #1 ...
JOYAL high efficient Impact Crusher (Popularity: ): The Impact Crusher is used for primary, secondary, fine crushing mining and rocks (for example, the granite, marble, and limestone) materials with compressive strength less than 350 MPa. The impact crusher is widely used for sand and rock producing in the industry of roads, railways, reservoir, electricity power and building materials and so on. Working Principle Of Impact Crusher The materials are crushed via impact energy produced in the impact ...
Industrial Use of Copper Bar and Rods (Popularity: ): Copper is one of the ancient metals and has excellent properties that make it one of the widely used metals around the globe. Copper is utilized in various forms to let the metal adapt to different uses. Copper is modified into copper bar, copper rod, copper wire, cadmium copper, copper tubing and many more. There are various industries including industrial, commercial, manufacturing, mining, aerospace, railways, automobiles, defense, electrical, construction and ...


Related Business 
Sales Training Coaching (Popularity: ): Life strategies coaching ,sales training and sales coaching via presentations, live and online courses. JM Perry's sales training and sales coaching involves wide array of group activities and learning media titles to help clients worldwide leverage their performance and business opportunities and increase their business revenues.
Michael Trow Enterprises LLC (Popularity: ): Helping small businesses to increases sales by improving the effectiveness and efficiency of their sales and marketing activity. This is done through consultancy, training and coaching. Michael Trow, FREE E-Guide, Increase Sales, Get More Clients, Sales Training, Coaching, Consultancy, Sales and Marketing, Book Yourself Solid, Michael Trow Book Yourself Solid, Michael Trow Tallahssee, Sales and Marketing Tallahassee, Marketing Consultant Tallahassee, Sales Training Tallahassee, 9 ways to increase sales.
Dexterity assists Marketing, Sales (Popularity: ): Dexterity assists Marketing, Sales and Customer management functions with Information and solutions that helps them increase effectiveness in marketing, sales, profits and metrics. Dexterity is chosen by several Fortune 500 organizations for helping them in solving high impact business problems for their demand side business processes viz Marketing, Sales and Customer management.
Auto Pro Metrix - Car Dealership (Popularity: ): AutoProMetrix is the Automotive Industry Leader in Social Sales Websites and CRM Software for the Sales Professional.Manage Leads, Customer Service, and increase dealership and personal sales with our Tools.
Seattle SEO (Popularity: ): We are a Business Web Development company. We help website owners improve their sales and increase customer market awareness. This is accomplished by improving website search rankings and creating compelling, useful content.
Sales Training CA & Sales Course (Popularity: ): Jack Daly is professional sale trainer offers presentation management training, Sales Course & sales development consulting and lively sales training sessions in CA that inspire audiences to take action in the areas of sales, sales management, customer loyalty and personal motivation.
Nisa LLC (Popularity: ): Greeting cards for all occasions including Christmas and birthday, for follow up to all stages of the sales cycle and customer retention.
Power Development, Inc. (Popularity: ): Results driven sales training using self study, workbooks and coaching for business to business sales professionals to improve technique, territory management, and sales.
Allies Services (Popularity: ): Offering executive coaching, organizational development, sales coaching, and strategic planning services.
Ilan Coaching - Life Coaching (Popularity: ): Personal performance and one-to-one life coaching, youth coaching, parent coaching, group coaching and personal development workshops. Coaching is an extremely powerful process of change, ongoing discovery and achievement. As your coach, I will enable you to see choices and possibilities and empower you to take action towards identifying and achieving your goals and dreams. Through coaching you will find clarity and therefore direction, allowing you to bring fulfilment in all ...