The sales process It is a really important activity for any business. Well, you must understand that leaving everything in the hands of luck or inspiration is not a good idea.
Remember that to be successful you need to master some fundamental marketing concepts. In this way, you will achieve the goals you want.
If you are starting in the business world, we can help you! Since, next we will tell you what is it and what is it for sales process. Additionally, you will discover the 6 stages when selling. Let’s go!
What is a sales process?
The sales process It is the set of phases that a business goes through from the start of its marketing efforts, through the use of more effective, until the achievement of the transaction. Therefore, it is a sequence of steps to follow in order to achieve the business objective.
Obviously, each brand will have its own scheme based on its different lines of business, products and services, which it will try to optimize at all times to achieve greater benefits.
East Commercial process It must be defined by the director in charge to maintain homogeneity in the process. But, also to be able to formulate and improve it strategically.
The goal of sales process It is neither more nor less than selling. But let’s not be so simple and go one step further. These phases of the sale if they are well structured, they will allow us to sell massively.
Therefore, the real objective is to be able to achieve the highest possible performance, for which the commercial director will need to have an extraordinary strategic mind.
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What is a sales process for?
The phases of the sales process allow you to manage the strategic processes of your business in an appropriate manner. Plus, you’ll gain greater visibility into all leads as they progress.
Also keep in mind that if you establish a process of any kind it adds predictability. In this way, the influence of chance and other subjective considerations will be eliminated.
Another function of sales process and their activities is the fully defined relationship, which makes it a much easier strategy to establish effective sales training.
When the phases of the sales process are correctly aligned with the phases of the buying process, the seller is adding value to the process as a whole. Therefore, it is always convenient that you focus on this process to enhance your growth.
How do the sales processes work?
Now you’re wondering how this works sales cycle. To do this, you must understand that this is a succession of steps that a business carries out from the moment it tries to capture the attention of a potential client until the final transaction.
Keep in mind that this process, when we represent it graphically, is shaped like a funnel, since as it progresses, not all potential clients become real buyers.
The 6 stages of the sales process
When launching a product or service to the market we must know our customers very well to anticipate their needs, but for that we must understand what the stages of the process are. sales process.
For this reason, we will present these 6 important phases, so that you can implement them in your sales strategy efficiently and professionally within your business.
1. Search or prospecting
The first stage of sales process is to identify potential customers. To do this, it is crucial to carry out an exhaustive market analysis to identify the people who have needs that your company can satisfy.
This stage is considered one of the most complex in the process for sales in your business. Therefore, you should try to have professionals who work in a professional and orderly manner.
2. Preparation and qualification
After you have finished the prospecting stage and have a list of leads, it is time to define which ones have more opportunities to become customers of your brand.
To do this, you need to create a buyer person. Well, it will be of great help for your business to communicate better with the audience. In addition to according to the real needs and problems of the customer.
For this reason, you should verify which of these potential clients have more things in common with your buyer person to define who you should direct your sales strategy to.
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3. Contact
Now, it’s time to prepare to approach your potential clients!
It is this phase of sales process You must study the information of the leads that has been collected. For this reason, it will be essential to understand their needs, their commercial capacity, decision-making power, the reasons for the purchase, their style, among others.
Keep in mind that if you know your lead you will be able to know how to approach it and understand the objectives of the first contact. In this way, you will obtain greater success at the commercial level.
4. Presentation
In this stage, the sales agent contacts and introduces himself to the potential client. Certainly, he should address people in a friendly manner and you should be dressed appropriately and professionally.
We recommend that you be calm and confident. Well, this will help you deal with customers in a better way. It is also important that the sales agent is nice and friendly to make a good impression.
5. Negotiation and objection management
The sales agent will then introduce the potential customer to the product, explaining its features and how it might help meet their specific needs.
It is worth mentioning that the argument should not be monotonous and recited from memory because that does not convey added value to the client. Closing of the sale
At this stage of sales process You have already made the customer interested in your product. That is why we recommend that you be patient to convince him to close the deal.
Worry about giving potential customers the necessary follow-up and understanding the times when they are ready to buy. Thus, you will make them feel free to choose a product or service, without pressure.
6. After-sales follow-up
Now we have reached the last of the stages of the sales process! Post-sale is one of the strategies used by a business to increase customer retention and foster loyalty to your brand.
The idea of after-sales service is to offer customers all the indicated tools so that they can get the most out of the product or service they have purchased.
In addition, you should keep in mind that good service will increase their level of satisfaction and it will be possible to convert them into recurring and loyal buyers of your brand. Which will be something really positive for your business.
Stages of the sales process according to the AIDA model
The AIDA model is based on a model of the sales process which consists of optimizing the 4 stages that compose it. Note that AIDA stands for Attention, Interest, Desire, and Action.
This model has also been updated and modified many times within the framework of Marketing and Public Relations. Its stages are as follows:
Attention
First of all, you have to launch a marketing campaign to publicize the product or service. There are many ways to promote a brand or product, such as sponsoring events or launching a campaign.
Interest
After getting the attention of customers, it’s time to create interest. The most used way is through online marketing campaigns, such as offering a free product sample.
Desire
Before the launch of the product or service, certain marketing strategies must be carried out through social networks, where a discount or an offer can be offered. Traditional media such as a magazine or newspaper can also be used.
Action
This last phase consists of adding attention buttons or widgets so that potential customers have the possibility of contacting the business. Some examples may be adding the contact email or phone number, or a “Book Now” button.
Recommendations for a successful sales process
Keep in mind that the sales process can help you increase the flow of new customers. In this way, you can and the profits of your company in a constant and predictable way.
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Next, we will present the following recommendations that every team must follow to make their sales process be really effective and professional:
Organize and monitor your sales process
This review should focus on the level of activity that has been had. Also the actions that are scheduled and the quality of the prospects that have been generated.
It is important that you take into account how many prospects are in each stage. In addition, the support that sellers require to be able to move forward and close more deals.
This is one of the most important functions to be performed by whoever is responsible for leading the sales team.
Adjust and optimize your sales process
The next step you need to take to increase the chances of success for your brand is fine-tuning and optimizing your sales process. To do this, you must analyze each phase so that you can mold them to the appropriate levels.
Create projections and drive sales
It is also necessary that you create short, medium and long-term projections so that you can correctly cover the internal phases of your business, in addition to being able to adequately boost sales.
Use planning tools
There are tools such as spreadsheets, ERP or road books to provide this monitoring. In theory these tools can help you be successful. However, what usually happens is that they are not used consistently, due to their difficulty of use or they do not give value to the seller.
You must have a tool where you can quickly visualize the situation in which all the prospects are in the process. It is important that you can schedule activities, send emails.
Also that you can see in your calendar the activities that you have scheduled for each day. In this way, you will achieve a truly prosperous and successful sales process.
To end…
Remember that the sales process It is really necessary for you to be able to boost your business. In addition, you will have a control that will allow you to stay organized in both the internal and external processes of your enterprise.
Therefore, it is always important that you follow each of the steps that we mention in this article, so that you achieve the results you want and get results…
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