Follow the SPANCO technique to maximize your sales force 

follow the spanco technique to maximize your sales force

Sales is the key that allows any organization to generate revenue . It involves multiple processes and organizations must always take initiatives to attract good quantities of sales .

That said, in the current situation, customers adopt a completely different mode of purchase . They analyze what they want, options, prices , etc. They are addressed directly to the sellers at the “conclusion and order” . Most of these operations take place on the internet . So the sellers have very little control over the sales .

Companies then follow online users, check their level of interest (how many videos has this user has watched), offer 360-degree campaigns (messages in web ads, Facebook, etc.) and provide them with enough information to buy .

As such, to reassemble its sales Xerox company gave its sales team a deadline to manage sales in a professional and uncompromising manner . To carry out its initiative, the company has developed a technique called SPANCO. The purpose of this method is to help sellers work more fluid and more appropriate.

The acronym SPANCO 

Spanco is actually an acronym designating the six stages of a typical sales which take place throughout the sales process. Concretely, it is:

  • SUSPECT – Identify the target:
  • PROSPECT – Determine the source of the lead
  • APPROACH / EVALUATION – Assessment and certification of needs, as well as identification of solutions.
  • NEGOTIATION – The process of negotiation.
  • CONCLUSION – The order is complete.
  • Order - Monitoring of customers or accounts, as well as orders and cross -sales.
The SPANCO method
Credit: salesodyssey

Step 1: Suspect

This involves identifying the target and determining whether there is a real need for the service or product . Sellers must verify the actual feasibility of selling the product to the customer. They should check who the contact persons within the company and the financial capabilities of the company to provide the service , etc.

Step 2: Prospect

Here, sellers must identify the avenues of sale and examine the chances of converting these tracks into a long -term relationship with the customer. Sales professionals must determine whether it is preferable to sell the product or go to the following potential customer .

Step 3 – Approach and evaluation

This is the stage where the seller must analyze the product to be sold to the customer , whether it is a high-end product or a no-frills version of the product. The seller must contact the purchasing department, with the assistance of the company's human resources

Step 4 – Negotiate

During this stage, the bargaining begins on the different aspects such as the characteristics, the price, etc. The seller must also assess his own beneficiary margin and determine which product would help the customer. He must therefore know the competition products at this stage. By showing the customer the total cost of the life cycle, for example, the importance of price can be reduced in the mind of the customer.

Step 5 – Conclude

The order is finalized and all negotiations are complete at this point. The seller must explain to the customer the general conditions of the agreement . When the client's consent is obtained, the agreement is complete.

Step 6 – Purchase Order

The order is delivered to the Customer in accordance with the payment conditions. The information return form is requested from the customer to assess whether their expectations have been met or not. The purchasing service can also contact the Customer in the event of repeated orders .

As you can see, this is a way to define the sales funnel and align activities to keep it healthy.

Note that Magileads allows you to automate your prospecting by following the same process. Thanks to Magileads , your marketers generate qualified prospects that your sellers convert to customers.

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