Understanding the sales cycle is very important in making a profit. The next stages of sales will allow you to reach new customers, keep existing ones and increase your revenues. It is worth knowing what the individual stages are and how to skillfully use them to your advantage.
Sales stages - look for potential customers
The sales stages will guide you through the entire process path in which you effectively sell your product or service. However, in order to sell it, you need to have someone, so identifying potential consumers is the first phase of the sales cycle. At this point, it is extremely important to fully understand your products or services. Consider carefully what features and values your product has, which no other product has. Also ask yourself: what problem does your product solve or what need does your product meet? The answers to the above questions will give you an idea of who your potential customers are. On their basis, you will also create a profile of the ideal customer, which will allow you to focus on specific consumers and use it for your sales campaign.
Initiate contact
The next step is to try to initiate contact with our potential clients through various communication channels. It all depends on who your target group is.
For some customers, a phone call will be appropriate, while for others an e-mail or a specific social networking site on which they are particularly active. Remember to match the channel to the target group as much as possible, hence it is so important to recognize them in advance during the first stage. Young people will certainly favor online contact more favorably than older people who prefer traditional letters.
Research shows that people are reluctant to answer calls from unknown phones. E-mail is much more effective. However, it is not worth limiting yourself. A good way is to use a variety of channels to maximize your reach target audience. Many businesses start contacting via social media and at the same time sends an e-mail and sometimes even makes a call at the end. The first two stages of selling are not about fully presenting the product and its benefits. This is only the first contact with the consumer, so let us get to know you, build trust and introduce yourself. There will be time for sale.
Customer qualification as the next sales stages
The next phase is to verify your client usually during a sales meeting or an appointment. Contact only decision-making customers who will actually be interested in buying a product or service. This is where you get the chance to learn more about the candidate. Understand his goals, needs and budget. If it turns out that the client is not properly matched - do not be discouraged. It is perfectly normal that most of the initial applicants fail the verification stage. In turn, you must "nurture" interested consumers, that is, educate them about the product, services, industry and answer all inquiries. Build trust and lead the client through the stages of awareness. Thanks to your quick reactions, you give the impression of a reliable and helpful company.
Present the product and respond to your objections
You have gone through the basic stages of selling: you identified the customer, made contact, qualified them to a specific target group - now it's finally time to present your product or service. This is the most important stage, because it determines whether the customer will buy your product. Present it in an interesting and creative way, so that the consumer feels that it is this offer that will solve his problem or meet his need. It may happen that he buys the product right away. Often, however, we deal with customer objections or doubts that you have to deal with. The price is too high, there is too much risk, the content of the offer is incomprehensible to them - there are many objections that consumers may have. Your task is to skillfully reformulate your objections in such a way as to take into account your fears and use them to your advantage. The final stages of the sale are the most important - be patient and try to empathize with the consumer. Don't be afraid to ask your client questions about your objections, they'll help you deal with your objections.
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The last stages of sale
Closing a sale is not an easy activity. It must also be adapted to the behavior of our consumer. When dealing with an enthusiastic consumer, direct ending will not be a slip-up. However, a more insecure client will need a gentler approach. Sales stages usually last several weeks or months, especially in the case of complex products. The real ending takes place only when the sale is actually made or the customer resigns from the offer. There are many effective ways to close a sale, such as "are you satisfied with the features of this package?" or "would you like to sign up now?" You can also enter elements of a free trial period in the form: "Wouldn't you like to try the product for a week and see how you like it?" If the consumer is still not convinced, ask directly what else they want to know in order to make a decision.