Through Suspecting, Prospecting and Acquaintance Sales Process nurtures a lead and bring him to a stage where they are ready to take the professional relationship further and divulge about the need for your product or service. Post that we are able to identify the problem or need and provide a solution to the customer. Last stage is known as Promoter, where customer works as Brand Ambassador for us.
4. Qualified Lead (Identification of Problem)
This is arguably the most important step of the sales process because it allows you to determine how you can truly be of service. To be a highly effective salesperson, that is to sell to the prospect’s needs, you first have to understand what those needs are. This means you must think in terms of solving a prospects problem. The only way to do that is by asking lots of questions. Can a Doctor prescribe medicines without through examination? Asking good questions will not only help you determine what will best suit the prospects needs, but it builds confidence, trust, and will very often help the prospect consider issues they may never have thought of. The intelligence gathered during Acquaintance stage, helps you frame the questions better. Although intelligence gathering occurs throughout the sales process, it is during step four, it happens with real rigor; which helps as an input to for next step.
In large part, closing is about discovering objections and overcoming those. A lot has been written and said about closing a Sale. There are Books on this on this topic alone. But there is one elemental truth – if you don’t ask you don’t get.
5. Customer (Solution or Closure)
4 out of 5 times, sales are lost because a salesperson fails to close. Closing is about advancing the sales process to ultimately get an order. What you are trying to sell at each stage may be different. For example, early in sales process you may be pushing to get an appointment to discuss your product/service; in that case you are selling an appointment and not any product. In a later stage you might be needed to meet a purchase committee, in that case what you are selling is a meeting. Dividing Sales Process into manageable parts and achieving those one by one keeps you going.
However it’s critical that we are not lulled into complacency. Because the whole aim of Sales Process is get order. Do not be satisfied with “we’ll get back to “. Seek a firm date or time in this case. In large part, closing is about discovering objections and overcoming those. A lot has been written and said about closing a Sale. There are Books on this on this topic alone. But there is one elemental truth – if you don’t ask you don’t get.
5. a. Follow-up
Howsoever effective a Sales person may be, but without Follow-up he’s not going to be successful. When a sales person makes contact with a prospect a relationship has been built, and it’s the Follow-up which helps it to take to next level, which will be helpful in closing the sale.
If you think acquiring a new customer is difficult, wait till you are tasked with retaining one. And then have you ever thought about converting your customer into Promoter? A customer who’s all sold on you and is ready to promote your product or service. Well it’s very much possible. For which firstly you as an organization need to have a goal not only on Customer Satisfaction but Customer Delight too. Secondly, everyone in the company needs to be sensitized that Customer Satisfaction is just not a department but a thought which should bind the whole organization together. Creating happy customers has amazing long term effects on health of a company. The most straightforward one of that is free positive advertisement and second one is it creates repeat customers. And that’s just the start.
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In forthcoming blogs, I will be explaining each of these 6 steps in minute detail.