Reinvent Your POS Sales Process
•Integration Story: Reinvent Your POS Sales Process
Everyone's sales strategy is different, and it could be argued no one strategy is right or wrong. Still, in following the direction of the Business Solutions tagline, "Growth Strategies For The IT Channel," I recently sought out some successful sales strategies that we could pass on to our readers. It didn't take me long to find Chuck Twesten, owner of Hospitality Data Systems (HDS). Whereas many VARs muddle through a collection of haphazard, unclear sales processes, Twesten has a clearly defined five-step/five-meeting process that's been yielding surprising results. In fact, he closes an impressive 70% of prospects via his five-step program. Thankfully, the VAR was willing to sit down with me, share the steps, and outline what happens at each of the meetings.
Increase POS Sales With Low Sales PressureThe initial sales call is where HDS has its first interview with the potential customer. This meeting lasts about one hour and is the first opportunity for HDS' salesperson to begin building a relationship (i.e. trust and confidence), which is vital to the success of all five of Twesten's sales steps. (You'll see the particular importance in step two.) The meeting is casual, with no sales pressure. Essentially, HDS is trying to learn the specific needs of the restaurant owner while learning about the individual making the decision. It's also HDS' opportunity to qualify or disqualify the restaurant as a potential customer. Click Here To Download:
•Integration Story: Reinvent Your POS Sales Process