Mike Dastic- The sales process is a guide prepared by the company in which it must be specified step by step how the product or service will be offered and sold to the customer. At first it may seem simple, but negotiation involves many more strategies than simply selling the product.
There needs to be a plan for before, during, and after sales. Getting to think about these techniques and creating a good sales process is important because when the seller masters them, the chances of converting a sale increase exponentially. And for this to happen, all the actors involved in the process have to understand its stage and know all the others.
A seller who follows a guide in the sales process will gain a better understanding of the customer's needs. By understanding what the customer is looking for, it is much easier to highlight the positive points and the differentials that the product has and that may be of interest to the customer.
Mike Dastic-How to create a sales process?
To create a good sales process, the company must choose a team that is responsible for the project and develops the step-by-step to be followed.
This schedule will be different depending on each organization, but basically the sequence it has to follow is as follows:
* choose the team responsible for creating the sales process;
* define a buyer persona or the target audience for our business;
* present the product or service to sellers, focusing on all its functionalities, benefits and advantages;
* develop marketing strategies to manage good customer prospecting;
* choose a standardized way of interacting with the client;
* share efficient actions to make the sale closing a success;
* create a good after-sales channel and customer loyalty;
* find a way to monitor and measure the performance of the sales team.
Mike Dastic-What are the main stages of an efficient sales process?
Although it is not an exact science, some stages must be present in all sales processes if we want them to be efficient. Check which of the steps we discuss are present in your company's process.
Product knowledge
In the first stage, the entire company must be involved and not just the sales team. Any worker has to have a deep knowledge of the products and services that are offered by the organization. They must be able to explain the operation, emphasizing the strong points and knowing how to minimize the weak points.
Customer prospecting
Once the team is ready it's time to act! The second stage of the sales process is the prospecting of the client, that is, the first contact with the potential buyer.
In this phase, the company must be clear about the public it wants to have as a client and develop strategies so that prospecting actions are directed towards them.
Mike Dastic-Approach
After finding our client it is the moment when we have to think about how he will contact the seller. It is necessary to remember that, to be effective, the approach must be non-invasive and also be interesting for the buyer. Therefore, the seller must have a deep understanding of their target audience as well as their tastes and interests.
By Mike Dastic
Mike Dastic- The sales process is a guide prepared by the company in which it must be specified step by step how the product or service will be offered and sold to the customer. At first it may seem simple, but negotiation involves many more strategies than simply selling the product. There needs to be a plan for before, during, and after sales. Getting to think about these techniques and creating a good sales process is important because when the seller masters them, the chances of converting a sale increase exponentially. And for this to happen, all the actors involved in the process have to understand its stage and know all the others. A seller who follows a guide in the sales process will gain a better understanding of the customer's needs. By understanding what the customer is looking for, it is much easier to highlight the positive points and the differentials that the product has and that may be of interest to the customer.
