I just read a blog entry in Inc. Magazine’s web site that talks about the concept of “slow sales”. I think I’m in love with this term.
What does slow sales mean? First, it means the Customer or Client stays in control of the process. Second, it means that the sales process is probably going to move along at a relatively slow rate.
With the Customer in charge, the Customer gets to choose what they want to do with your company and the way they want to do it. In other words, slows sales means the Customer is really king and the Customer will ultimately control what is done with your company.
This fits in with having a clear corporate purpose that encourages all in your company to allow your Customers to control the sales process. In our firm our purpose is to help make our Client’s lives better.
A sub part of this purpose or what I call a supporting value is that our Clients choose what they want to work on. We do give them a limited menu of things we can do, but after the menu is presented we ask our Clients to rate their interest in the different activities on a scale of one to ten.
If something is ranked poorly, we don’t pursue that activity. If the item is ranked highly, we then let the Client choose the activities that are involved in a particular strategy and also choose the order we pursue an interest of theirs.
When one chooses to work with Clients in this manner, you automatically have a slow sales process. And, in my opinion having a slow sales process is what we all need.
I’m interested in hearing what your thoughts are around the process of “slow sales”. Please email me at Jpatrick@stage2planning.com.
And, as always, thanks for reading this blog entry.