Do you “wing it” when it comes to sales?
Every business needs to have a sales process that outlines the steps your sales team need to follow to ensure maximum sales are generated, regardless of the experience of your sales person.
Without a process, each call, meeting, and email are different, and in some cases, cost your business, rather than making you more.
Your sales process is all about how you ensure that every customer that comes to your business is treated to the same buying experience.
The difference in sales success through having a documented sales process has been a major factor in increasing sales for our private coaching clients and members.
If cold calling is part of your sales process, your process of creating sales in your business, starts before you even speak with your potential customer…it starts with your attitude and motivating yourself to sell.
Your sales process helps you to ensure that none of your team misses any steps that may lead to people ‘jumping out’ of your sales funnel. With a process in place, your sales team is set to experience a higher rate of success with sales even with the newest salespeople on the job!
Depending on what you need in your specific sales process, your sales process must cover all the steps your potential customers go through to become a sale and hopefully a loyal customer for life!
Some simple steps you may have in your sales process for your team include:
Prepare and Motivate Yourself
Before you start on each sale make sure you prepare yourself, you must know what you are selling and the benefits of your product for your prospect. Make sure that you know the answer to any possible questions or objections from your prospect.
Meeting With Prospects
Arrange a Meeting with Your Prospect. Schedule a convenient time to meet your prospect to discuss the product, and be sure to confirm your appointment ahead of time.
Qualifying Your Prospects
Many coaching clients used to waste a lot of time on going out on site and doing quotes for people who really had no intention of buying. By taking the time to qualify your prospect on what they need and when they plan to take action, you will save a lot of wasted time.
Add points into your sales process for your team to follow making sure that they find out the things critical to you securing a sale, like asking questions around what style, if they have a budget in mind, if they have a partner that needs to be part of the decision-making process etc.
Your qualifying questions will be different depending on the product or service you are offering.
Sales Information Pack
You should have an information pack you can send out to interested prospects. Our private coaching clients discovered that having a sales pack outlining the benefits their product or services offer which includes testimonials, increases the conversion rate of inquiries to customers.
Educate Your Clients on the Benefits
By educating your potential customers on the benefits of your products and or services, you will stop the constant negotiations on a price that has plagued many businesses for years.
Closing the Sale
The deal isn’t done until you have the contract signed or the money in your hands.
So be sure you to ask for the sale at the end of your call. Many make the mistake of going through all the steps in the sales process but don’t ask for the sale.
If your sales process addresses all the needs of your potential customers and covers any objections they may have, there is no reason they wouldn’t buy!
Selling has changed from the high-pressure salespeople of the past, and by having a sales process in your business, you are changing from the dreaded high-pressure salesman to professionally helping people to buy.
Remember everyone loves to buy but everything hates to be sold.
