Learn what a sales process is and what you should do to get out of it with the greatest success.
Imagine you are in a maze. At first you doubt whether you should enter. Once inside, you have countless decisions to make. On the right side? To the left? Am I going further or am I going out where I came in? Whatever the case, you know there is a great reward waiting for you at the end. This is the sales process.
You may be interested in reading: Small Business Selling Plan
Today we’re going to explore together how a sales process works and how to get your salespeople to make the most of it. Continue!
What is the sales process?
The sales process includes all of the prior negotiations that take place between the seller and the potential buyer in order to close a deal. In this sense, the lexicon of marketing terms from American Marketing Association (AMA) points out that sales is not an activity that can be understood as unique, but “is a set of activities aimed at encouraging the purchase of a product or service”.
What happens if you don’t understand the sales process as a process made up of different phases? Well, you may not be effectively meeting the needs and wants of customers you’ve already learned to listen to in sales pitches. If you do not strictly follow the path suggested by the experts, there is a chance that you will get lost and, consequently, will not be able to participate in the achievement of the company’s goals.
To better understand what a sales process is, we recommend you to consult this video made by the friends of InboundCycle.
It is said that the seller must have cotton feet when approaching the customer in order not to scare them. From the moment you try to catch the attention of a potential buyer to effectively selling the product or service your startup offers, the process becomes something of a funnel.
So, you have to understand that not everyone who enters the sales process of your business comes out as a buyer. Your goal is to ensure that as few resources (time, effort, ideas) as possible are wasted. It depends on your business strategy which group of prospects you should focus on.
How to sell depending on the stage the company is in?
From now on, let’s talk about the type of approach you should use in the sales process, depending on what stage of development your company is at. To judge this, you should also think about the type of product you are selling. High or low circulation? Affordable or expensive? Massive or handmade?
After thinking about it, you are ready for the next step.
The business idea focuses on finding a market niche. At this stage, the company can penetrate the market by competing at low prices, and also aims to have a wide customer base. Therefore, the discourse in the sales process should be based on these premises.
growth and acceleration
Your startup starts to have loyal customers, markets open up. You will also develop new products and improve existing ones. You direct the focus of your sales process towards these repeat buyers.
In this phase, your startup will reach the size you dreamed of. You already have a solid customer base. You direct the focus of your sales process towards buyers or partners who position you in a privileged position in the market.
It’s time to renew your business idea. You align the strategy of your sales process with the buyers or partners you have always supported and look for new customers.
[Tweet “El proceso de venta debe tener una gran planificación como backup”]
stages of the sales process
Throughout the article, we have talked about the stages of the sales process. Here I give you the list:
1. Prospecting or finding potential customers
2. Lead Classification
6. Handling objections
7. Completion of Sale
As you have seen, all you have to do is focus on your sales process and you will easily reach your goal. Heads up!
Finally, I leave you other related articles: