Are you wondering how to convert a prospective customer into a buyer?
You got into sales looking for independence and the ability to set your own schedule. But to make money in the sales world, you’re entirely reliant on customers choosing to buy your product. So how do you take back your power and start making sales?
Though different customers and prospects require flexibility in sales techniques, there is evidence pointing to better performance by companies that employ a formal sales process. So, it’s wise to master the rules and learn the sales process steps before you can break them.
Let’s dive into the step-by-step approach of the sales process so you can go from desperate salesperson to closing deals.
Prospecting & Prep
Prospecting is where the 7 step sales process begins!
This is where you conduct research, make calls, and reach out to potential clients and customers who could use your product. If you need to reach out to businesses, not just individuals, make sure to prospect with multiple leaders and decision-makers at each company.
Finding potential customers is only half the battle. You also need to prepare your research on the market you’re in so customers can trust your expertise. Make sure to also research the potential client so you can present your product as the solution to their problems.
Approach & Presentation
After completing the first two steps, it’s time to make your approach. This step allows for a bit more flexibility as you’ll want to tailor your approach to the individual client. Common approach methods include:
- Premium approach (Presenting client with a gift)
- Question Approach (Posing a question to the client to garner interest)
- Product Approach (Offering a sample/free trial of the product for review)
After the approach step, you get to dig deeper with your presentation. This can involve a description of how your product works, a demonstration, or an in-depth answer to why your product answers the question you posed to the client earlier.
The first four steps outlined above are standard and most salespeople can get through them with ease. However, objections from the client you’re presenting to are bound to come up, and this is where most salespeople tend to falter.
Be prepared for criticism and follow-up questions. Taking critiques will only make your product and sales pitch stronger, and being prepared with answers shows customers that you really know what you’re talking about. Above all, any client appreciates a salesperson that listens to and genuinely cares about their concerns.
Closing & Follow Up
Congratulations! The customer is ready to close on a deal thanks to your great salesmanship.
No matter the service you offer, be prepared with invoices and closing materials to make the process as smooth as possible. Use some examples to set up an invoice system specific to your type of business.
So you’ve prospected, presented, handled objections, and made it through closing. But now, the cycle starts all over again! Follow up with clients so they keep coming back to close sales with you and maintain the relationship so they’re inclined to give you referrals as well.
Master These Sales Process Steps
After mastering these rules, you can mess around with the sales process steps so they fit your business’s needs. From adjusting your presentation to solving the customers’ specific problems to fine-tuning your prospecting or follow-up strategy, the learning opportunities are endless.
We’ve got even more business articles and tips all around the blog, so check them out to improve your sales game. Happy selling!