Does your business use a defined sales process? If not, you’re not alone, but you’re also not getting everything you could from your sales team or your investment in marketing. If we want customers to buy from us, it’s only logical that we understand the best way to help them do it. Sales is nothing more than professionally helping people to buy. In order to help people “professionally” its vital to use a consistent process with the key steps clearly detailed for the sales team to apply to ensure greatest likelihood that more customers will buy.
An outline of the main steps of a defined sales process is as follows:
You can use this basic framework as the basis for any sales team to generate more sales. You’ll want to modify it to suit your own business, and add the important details that determine real success. By working through each of these steps the sales team can adapt the best practices for them, whether in a retail shop, services or product business, tailoring each process to meet their customers’ needs. For instance, in a clothing shop the “demonstration” step would be encouraging more customers to try on the clothes whereas, for a professional services firm the demonstration may take the form of known third-party testimonials, case studies or even site visits.
The key is to have a defined series of steps with detailed processes within each step, leading the customer through each step so that their needs are clearly defined while building on their desire to buy. A good sales process will not only lead to more sales, but more profit and more satisfied customers. For more help on developing your own sales process, get in touch with me today!