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Sales Process

The document outlines the essential steps in the sales process, starting from prospecting potential customers to nurturing new customers after a sale. Key stages include making contact, qualifying leads, handling objections, and closing the sale, emphasizing the importance of personalized communication and storytelling. It also highlights the significance of asking for referrals from satisfied customers to enhance sales success.

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8 views2 pages

Sales Process

The document outlines the essential steps in the sales process, starting from prospecting potential customers to nurturing new customers after a sale. Key stages include making contact, qualifying leads, handling objections, and closing the sale, emphasizing the importance of personalized communication and storytelling. It also highlights the significance of asking for referrals from satisfied customers to enhance sales success.

Uploaded by

hr
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
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1.

Prospecting

Prospecting involves finding potential customers and exposing them to your product or service. This first
step is critical for creating a consistent supply of leads—without it, the sales pipeline will run dry.

2. Making Contact

Once you've identified your prospects, initiate contact. The best way to do this is through research. The
means of contact can be anything from a phone call and email to social media and a formal letter.

3. Qualifying the Lead

At least 50% of your prospects won't be a good fit no matter what you're selling. And just 25% of leads
generated by sales teams from marketing strategies are prepared to meet with a sales rep.

4. Nurturing the Lead

Pay attention to whether your leads genuinely have a strong need for the product or service, how urgent
is their requirement, if they can afford it, and if they have the authority to approve the sale.

5. Making the offer

This stage, which can be an in-person meeting, requires a lot of homework. Keep your pitch
personalized, highlight the specific problem the customer is facing, and explain how precisely your
product solves it. After a presentation, 19 of 20 attendees don't remember the statistics, but 63%
remember stories. That's why business and sales are about compelling storytelling. Take your prospects
on a thoughtful journey of discovery, with a beginning, middle and end.
6. Handling Objections

This is where you put your listening skills to use. Most clients will have questions about your
product or seek clarifications on some aspects of it.

A common mistake that inexperienced sales reps make is telling the customer that they're wrong or
getting into an argument with the prospects. Such strong-arm tactics rarely work, and they only
undermine any trust you've built so far.

Instead, when an objection arises, you need to be very aware of where you are in the sales cycle,
the needs of the prospect, and the nature of the deal you're trying to close.

Let them know that you understand their concerns, ask thoughtful and open-ended questions, show
empathy, and reframe your pitch to overcome their objections.

7. Closing the sale

About 48% of sales calls end without an attempt to close the deal, and the national sales closing
rate is only 27%.

When closing the sale, keep these things in mind:

 Ask questions about their concerns instead of making a hard pitch.


 Ask soft questions like, ‘Based on our conversation, do you feel I have a good understanding
of the issues you are facing?'
 Friendliness is essential; chattiness not so much. Your would-be customers will lose interest
if you frequently diverge from the script.

You'll give yourself a bigger chance of success if you use social media more effectively. As many as
54% of salespeople can track closed sales through social media engagement.

8. Nurture New Customers

91% of customers say they would happily give referrals, only 11% of salespeople ask for one.

To ensure your referral success rate is high, focus on customers who you know are happy about the
sale and have given good feedback.

The timing is important too, but you need to be intuitive. Some sales reps ask for referrals
immediately after the purchase. Others wait for months so that customers have had a chance to use
and test the product.

Remember, loyal customers spend 33% more per order than others. So retaining old customers
should be an essential element of your referral planning.

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