You all came across tough situations in life. Didn’t you? And you all talked your way out of the situation. Didn’t you? You did. That’s sales! Knowingly – Unknowingly you have been practicing this incredibly difficult discipline with some success since early childhood. If sales is so much part of our lives and if we have been at it since for so long, then why most of us are scared of it? Well simply because unlike many other functions it pits you against another individual and the result of the contest are there for everybody to see. And if you are not able to achieve the motive during the Sales call / Sale interaction, it leads to dejection most of the times. At times it gets worse. Sales people take the customers “No” personally and feel rejected.
A well-documented Sales Process can have better control and Sales heads can know the direction in which their team is heading.
Whereas the customer may have rejected the product or service and not the sales person. Further there is a strong possibility it may not be a rejection at all but just a postponement. And if the customer is contacted again after a while, chances are there that he/she may reconsider the decision.
Notwithstanding these well-known facts, it is a truth that motivating Sales people to slug it out in the field remains a challenge. And that’s where a structured Sales Process is of great assistance. It not only benefits the Sales people but the whole Organization at different levels. Through a well-documented Sales process Management can have better control and Sales heads can know the direction in which their team is heading.
Let us look at the definition of Sales Process
A sales process is an organized, routine and repeatable sequence of steps those can be used by sales persons to generate more sales and create referral pipeline of future prospects.
The best thing about sales is that it can be learned by anyone who has little passion and will to go excel in life. Even a person with little or no experience can make it big in sales. However for that it’s critical that a structured approach is followed and Sales process is adhered to.
Most of us who have bought products or services directly from Sales Persons, will recall that majority of those Sales persons struggled during the call. Could not spell out exact details about the company or product. Went back and forth during presentation and the overall experience was not worth remembering. But not all the sales people you met were like that. If you dig a bit deep you would recall that some of those Sales guys or girls were doing a good job. They were organized, knew what they were talking about and you liked them. And most probably they made you buy the product or service.
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Now that we have established the importance of a Structured Sales Process through this blog we will explain how the same process can be transformed to generate an Online Sales engine in our next blog.