Necessary Steps in a Sales Process
Like all processes sales can only be perfected once we know what needs to get delivered and in what order. The following are necessary steps to follow, but not limited to.
Set out your plan, who are your prospects, what are their needs, what line of business are they in, who is the decision maker, how are you going to contact them, what will you say, what will you offer them, are they on the following networks Facebook, LinkedIn, etc, what interest them, etc, etc
You are now ready to make contact, what will you do first, will you send an email, will you write a letter, will you make a phone call, will you just drop in, will you arrange to meet them at an expo.
How will you structure your selling steps, will you follow a standard process Introduction, build rapport, fact find, present features and benefits, do a presentation, deal with rejection, close the sales and then follow up. What will happen at each stage of the process.
Prepare for your meeting, what will you bring with you, laptop, proposals, business cards, gifts, what will you talk about…prospects likes, dislikes, will you accept tea before, during or after the meeting, how many will attend the meeting. Will you organise other meeting that day.
Following the meeting, will you arrange a follow up meeting, will you send an email, a letter, update your CRM.
As per any process such as sports, the arts, or even driving your car, it is necessary to know what step you follow and how effective you are in each of those steps. Once you have your process in place then you can analyse each step and if that step is weak…will you rectify your weakness with training, coaching, mentoring and or practice.