The sales process is one of the most important activities of any company. Without strong sales support, a company can easily fade into oblivion as consumers turn their backs on most anything not remotely related to the status quo. If you are looking to revamp your sales processes, the first thing to do is have a clear understanding of your target audience. With this information you can then tailor your approach based on your customers’ needs.
Your sales process begins with a prospecting call. The prospecting call is designed to gather information about your potential customers, gain their trust, and close the sale. The prospecting call is the most critical step of the sales process; other steps can be equally important but often overlooked. The key to handling objections adequately during the prospecting phase is in knowing what questions to ask and how to get answers from your potential clients. The best sales managers take full advantage of all available tools, training, and support, working closely with every customer to ensure that they know everything possible about their own unique situation and how they can best serve you.
After the prospecting call is finished, the next step in the sales process is an intensive tele-interview. During this phone call, the sales person will not only discuss the benefits of the product or service, but also attempt to establish a relationship with the prospect. By asking detailed questions pertaining to the individual’s current lifestyle and other important information, the sales person hopes to determine if the prospect will be a good fit for your organization. The last step of the sales process is the tele-interview, where the sales person presents their case to the prospect and closes the sale.
When planning your sales process you must be very organized. If you have not already established a system, consider using an existing structure that works well within your industry. There are many helpful books, magazines, and websites that can provide valuable information on developing effective sales skills, finding potential customers, and closing the sale. Most good business systems will teach you the seven steps listed above as well as resources that will help you keep your sales process running smoothly.
One final component of your sales process should involve the use of social media. Many organizations now days are realizing the benefit of tapping into the social media community to generate new customers and promote a strong marketing campaign. The sales person will have to consider the needs of each individual social media profile, such as Facebook, Twitter, LinkedIn, Pinterest, and StumbleUpon. Each has its own benefits and limitations, so it is important to learn which accounts will be most useful to your company.
Although the steps listed above represent the most important parts of any good sales process, there are many other factors that need to be considered in order to be successful. Sales training will help you develop the skills and processes that will support your business. It will also show you how to implement the strategies you will learn during training. Remember that these steps are not set in stone, and that your CRM strategy will change and evolve as your business changes. It is important to stay flexible and adapt as business conditions do.