Sydney, NSW, Australia, September 03, 2013 -- Maximizer CRM is a tool that can assist businesses with improving sales. Revenues can be increased by improving sales velocity. Sales velocity refers to how quickly average sales are closed. Slow sales velocity means fewer deals closed per period which results in less revenue for the business. There are three ways to improve sales velocity. This includes efficient communication, navigating sales and increasing buyer urgency.

The first way that sales can be improved is by optimising the process that sales people take to interact with buyers. This process involves recognising a need, understanding how sales people can help the buyer and pushing the buyer to make a [positive] buying decision. Understanding and anticipating optimum elapsed time is essential as it is the time between the first sales contact with the buyer and the point at which the sales person can make a yes or no decision on the deal. By anticipating that those things will slow down the process salespeople can work out ways to handle things more efficiency without affecting the sales person’s effectiveness in closing the deal. Once it is understood how long it takes to review the sales process sales managers can speed this up.

It is important for sales people to navigate the sale. It is obvious that buyers are busy people and that making a buying decision is not always easy considering there could be multiple decision makers in multiple departments. It is common for buyers to leave decisions to a later than necessary date. Sales people need to be able to handle this hesitation and keep the sale moving forward. A buyer may say “I love what you’ve shown me today, let me think about it and I’ll get back to you in three weeks”. It is important to try and maintain navigation at this point in time by replying with positive reinforcement followed by a suggestion and booking a meeting at an earlier time. Furthermore, communicating to the potential customer that it would be better to connect with them earlier than the meeting with the excuse of not wanting to end up playing phone and email tag which will waste their time may be effective in speeding up sales velocity.

The third way sales can be increased is by creating buyer urgency. Identify the relevant emotions that can be attached to the sale by asking the potential customer questions. Having this conversation to quantify the pain and extend it beyond the buyer to others in the organization may have them reconsider staying put.

After a good hard look, most sellers find the things they thought they could not control in a sale are in fact things they can influence. When this influence is applied, faster sales velocity results and the whole engine moves forward.

About Maximizer CRM:
Maximizer customer relationship management software (CRM) is a completely integrated sales, marketing, customer service and support management solution that enables Maximizer customers to manage attractive prospects, provide rich customer engagement, and fuel business’s success anywhere, anytime.

Whether an entrepreneur, small or medium business, or a large enterprise with hundreds of employees and thousands of customers, Maximizer CRM has the right solution for all businesses! Maximizer offers cloud CRM for mobile sales forces and on-premise CRM that you can manage on site and is available in 7 languages (English, French, Spanish, Portuguese, Italian, German, Turkish and French), in over 60 countries, serviced by 4 regional offices and more than 100 partners, with 120,000 customers and over 1 million licensed Maximizer CRM users, this software allows businesses all around the world to effectively manage sales leads and customer databases.

Contact:
Melanie Lawlor
Maximizer CRM
Level 10, 815 Pacific Highway
Chatswood, NSW 2067
02 9957 2011
[email protected]
http://www.maximizer.com.au