Is sales in your company planned in every detail or is it a coincidence? If you know what the individual stages of the sales process are, it will be much easier for you to control this process, and even plan and anticipate the next steps.
In small companies, often every salesperson does what he ... thinks. This can have its charm in the early stages of a business. Today, however, customers increasingly expect clear and uniform standards. Your business may suffer from creative chaos and a spontaneous approach to each client. Of course - a certain amount of freedom can have a positive effect on the actions of traders. However, they should be prepared in advance for the next stages of the sales process. This allows them to be one step ahead of the customer.
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What is the sales process?
Salesforce data shows that 35-50 percent. customers go to the seller who reacts fastest at each stage of sale. In turn, 80 percent. cases, only five calls made after the meeting with the client will ensure the sale. This shows that those who know and understand the various stages of the sales process have the best chances - this allows them to act quickly and without hesitation.
Selling process
The sales process is based on a diagram showing the successive stages. It should be the basis of all actions taken by salespeople. It is rare for the customer to come to the product himself. More often it is necessary to first dispel his doubts or even identify and reach customers - these are the stages of the sales process. They define repeatable steps by which a potential customer actually makes a purchase.
Step-by-step steps in the sales process
Depending on the classification, it exists 5-7 stages of the sales process. So let's move on to the specifics, i.e. presenting each of them:
- 1. Searching for potential customers
Prospecting is the process of finding people who may be interested in purchasing. One of the popular techniques is e.g. cold calling. Preparing a contact database makes it much easier to control the entire process. This is the most difficult and at the same time one of the most important stages of the sales process,
- 2. Preparation
Better not to start the talks without prior preparation. It is worth knowing the customer's situation well and having a complete set of data about your product.
- 3. Conversation
This is an essential step in the sales process. It allows you to get to know the client, break the ice and prepare him for the next steps.
- 4. Presentation
Most customers won't make a decision until they see the product "in action." Take care of an attractive presentation that will help convince the client.
- 5. Doubts
Doubts are a natural reaction, especially when the customer is faced with a vision of a large expense. It is difficult to talk about them in terms of an obstacle. They also allow you to get information about what customers expect and what concerns they have - on this basis you can modify the offer in the future.
- 6. Closing the sale
What seems to be the only element of the sales process to a layman is in fact the culmination of a long road that begins when a potential customer is identified.
- 7. Follow-up
Contact the customer after the sale process is completed. You will get feedback that may be useful to you in the future. In addition, the client will be pleased that you care for him. Perhaps he will decide to make another purchase? Thus, it potentially grows customer lifetime value and your profits.
Planning the stages of the sales process
Some sellers argue that the breakdown into individual steps in the sales process is artificial. They can do without it. The truth is, in order to break the rules, you need to know them well first. Rather, it is recommended that you learn all of the steps outlined above, or even close a few sales this way, before making a decision to go your own way.
Selling process
As in many areas of life, the unknown scares us the most. Lack of preparation can make the customer's doubts completely destroy all previous efforts of the seller. However, if they are aware that this is only a natural part of the sales process, they can plan ways to deal with objections. Even in the most nervous situations, it is impossible to throw yourself off balance.
Dealing with objections can be practiced in pairs, for example, where one salesperson "plays" a difficult customer, and the other one in turn refutes his arguments. Or, you can create a list of potential issues that your buyers can point out. Preparing an answer to each of the arguments in advance will make it easier to guide the client in the right direction when trying to do so.
Similarly, it is worth planning the last stage of the sales process in advance, i.e. re-contact with the customer. Some people are not aware that it is much easier to close a sale with an existing customer than to look for a new one from scratch. That is why the process of contacting the customer after the sale is so important. It can take the form of a non-binding phone call or regular, scheduled surveys or talks - it is important not to end the sales process at the time of signing the contract.
Tools helpful in planning the sales process
On the blog, we described a number of tools that can be helpful in planning individual stages of the sales process. These include both software and methods of planning and management. It is about instruments such as the sales funnel or the customer path - plan them carefully and you will see the next stages of the sales process at your fingertips.
When it comes to practical aspects, CRM software can be useful, i.e. one that is used to track customer relationships. You don't need to memorize the most important facts about the sale - write down the most important facts there and then call the customer according to the agreed schedule. If, on the other hand, you do not know how to acquire customers yet, order audit and plan with us effective marketing strategy for your company.