MONEYCALL

A Proactive Sales Method for Recurring Sales with less prospecting

De: Guitze Messina

Narrado por: Virtual Voice

Are you in a recurring sales industry and find that customers call you? Do customers start the buying process? Do you feel you should be taking more control of your sales instead of waiting for the customers to buy?

Recurring sales are different from: Real Estate, Car, Software or Life Insurance businesses because these require a lot of prospecting to get “new” clients all the time. Recurring sales, to the contrary, sell their services and/or products on a regular basis to the same customers.

Imagine if you found that 4% of your clients produced more than 65% of your sales? That is what happens in a recurring sales business. If your salespeople are busy prospecting 20% to 60% of their time or more, then this book will be valuable to you. If you want to take more control of the sales process then this book will provide ideas you can implement to that.
Many salespeople and business owners would feel that it is “dangerous” to have so much of your sales on a very small number of clients and that gets them back into prospecting, yet is it not smarter to just make sure that the small percentage is very happy and wants to stay? Imagine if those happy customers would also be willing to send more customers like them towards you? That only happens when you nurture and understand your current customers, this takes time and that is the time we need to invest away from prospecting.

The time that we save by not prospecting as much we can now invest in nurturing and understanding our current customers. Understanding why they buy from our company by using simple questions will allow us to provide a more customized service and to differentiate our business from “price only vendors”.

Moneycall shows how to analyze which customers we need to understand and nurture monthly, without having to prospect as much as we felt that we had to before the analysis. It also provides a guideline for a process that has been proven to work for many recurring sales businesses in different countries.

The book is written as a novel to take the reader into a real live scenario, and it explains vividly in a step-by-step fashion how the system is implemented to increase current sales. Like most sales systems, it requires practice and a different and proactive outlook on sales, yet if you or your team follows the same steps as Leo did in the book, you will see rapid improvement after just 30 days from implementation.

One of the objectives of the book is to create a different category for the sales profession that is analyzed deeper by separating “recurring sales” from “Sales done once in 1, 2, 5, 10 years or more”. It should be obvious by now why those sales require more prospecting, yet it is the analysis that proves that in “Recurring Sales” less than 10-15% of our total customers provide 80-90% of our sales. The book looks to use statistics that we found in the field to help the reader establish their own benchmarks as they start their implementation process.

In the final chapter we look at technology and AI to help make faster analysis for the sales professional. We hope that the ideas from our readers’ implementation of the Moneycall system will continue to provide ideas for sales professionals all over the world. It is time for “Sales” to become more and more scientific rather than an “art” and Recurring Sales deserve a special space in that journey. We look forward to you enjoying the book and applying the ideas and communicating with us on LinkedIn to keep enriching the Sales Community.