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5 Steps To Train Your Sales Team in 5 Days
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Ever tried running a marathon without training for it? Trying to close a prospect without a thorough sales process is no different – it can lead to a painful experience for both your team and your customers.
If your business is looking to increase sales figures with a robust process that constantly brings in more prospects and customers, then this article will help you achieve that and more!
What Is A Sales Process?
A sales process is the order of steps that your sales team uses to move prospects from the first interaction to a sale. Here’s a detailed sales process with six major steps:
1. Prospecting: This is where your team brainstorms together to profile customers. A healthy sales process introduces highly qualified prospects to your business, with minimum drop-out. This is possible if you profile customers who actually need your product because you’re solving their pain points.
2. Qualification: Here, the goal is to ensure that your leads are qualified for your product. Making contact with your prospects and finding out their interest levels (this can be done on a scale of 1-5) in your product is a great way to find out how qualified they are.
3. Product Evaluation: At this point, you’ll communicate the key benefits of your offer that appeals the most to your prospect. Use proof of concept, demos, presentations and even free samples to sweeten the deal and add to your advantage!
4. Negotiation: Tackling objections on pricing and other factors is your focus here. Remember, if your customer is asking questions or negotiating with your sales staff, it shows that they’re interested. Handle it well and you’re likely to lead towards a successful close.
5. Making The Sale: Here’s where you close on a mutually-agreed and beneficial deal. If the prospect has emotional and logical ‘buy-in’ then your chances are high – remember to reiterate key benefits and logical reasons why they need your product.
6. Nurturing: The importance of nurturing past clients is often underlooked. Not only does nurturing decrease churn rates (the rate at which customers unsubscribe to services) but it is also a great way to get referrals. According to The Harvard Business Review, increasing customer retention by 5% could boost profitability by 25-90%1 – so make this a focus!
Best Practices in Sales Process Creation
Your sales process could pick a cue from the following standpoints:
|“How You Sell Matters. What Your Process Is Matters. But, How Your Customers Feel When They Engage With You Matters More”|
How Do You Measure The Success of A Sales Process?
It is important to understand that sales processes are ever-evolving. Over time, your sales team will find ways that improve efficiency and help move more prospects through your sales process (which will help you increase your closing rates).
Throughout your sales process, you should keep an eye on key metrics. These metrics will help you to measure the successes and failures of your sales process and point out steps where you can improve on. They also help you identify what’s going right for you.
Some important metrics to consider to gauge process success include:
Common Mistakes While Creating A Sales Process
Often times, it’s not what we do, but what we shouldn’t do. Make sure your sales process steers clear of these common shortfalls that may creep up along the way:
There you go! If you can build a sales process with the steps mentioned above, while keeping your customer at the center of it all, you’re well on your way to increasing your sales with a robust and clear process that your team can follow.
Even though sales trends may evolve, every business still needs a clearly defined process and sales training to help them achieve greater sales figures. If you’re wondering how that’s done, head to “5 Steps to Train Your Sales Team in 5 Days” and discover even more sales strategies that can give you the edge that your business needs.
Lastly, reiterate to your team that your entire sales efforts should be focused first and foremost on your customers. Look at conversions not as goals, but as the successful outcome of your sales process.
As Jill Konrath (legendary sales trainer and author) said,
“Sales is an outcome, not a goal. It’s a function of doing numerous things right, starting from the moment you target a potential prospect until you finalise the sale.”