Gerardo Osorio , Co-founder of MH Services and “Lean Sales Chief Methodologist”, a sales consultant with 23 years of experience, explained to us in a webinar how the “Lean Sales” methodology (agile or efficient sales, in Spanish), based on understanding the needs of customers to offer them a tailored solution, streamlines and optimizes sales processes.
What is Lean Sales methodology?
The Lean Sales methodology was created by Toyota to recover overseas chinese in worldwide data from the impact of World War II. It consists of making the most of available resources and avoiding any waste. But how to do Lean Sales and how does it work in the sales area?
“What Lean does with the sales process is shorten the workflow by understanding what the customer requires. In Lean Sales, we go deeper, above all, into the issue of the problem.”
This is how we align product, marketing and sales with customer needs and avoid wasting time and resources.
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Accelerating your sales process
In Latin America, it takes a B2B sales executive between 3 and 6 months to close a deal. This is a very long and expensive time frame. But Gerardo explains that we can speed up the process if we adapt our proposals to what the client really needs.
“We have been trained to go out and sell. This puts you in a very vulnerable position, because you arrive at a meeting and you focus more on finding a way to get the client to the close than on discovering their problems; you don’t know what their pain points are or the specific problems they want to solve.
Sometimes in meetings we want to solve everything. But we don’t initially inquire about the client’s real problems, and we also don’t have the capacity to solve them all with a single solution.”
