6 Steps of the Sales Process
6 Steps of the Sales Process
Understanding the sales process
What is your sales process? Imagine a new employee joining your sales team, how do you convey the company’s sales process to them?
The sales process is often referred to as a series of steps or activities that are repeatable from the first prospect through to the second and future prospects. These steps are the interactions between you and the prospect.
There is a commonly accepted set of stages for a sales process. The following sales process gives you a baseline and this is where you should be planning your company’s ideal sales process and the stages.
Understand the different stages
This involves the salesperson’s quest for new customers, through methods such as online research, outbound tools or communicating with an existing database of prospects.
The salesperson tries to evaluate the viability of the leads in this stage. Among other things, you may communicate and meet with the prospect and will check for the availability of the requirement, details of the requirement, availability of budget and the prospect’s willingness to engage in the rest of the sales process.
You have done well in the previous two stages. Still the prospect may be varied about you and the product or service you are going to provide. Now is the right time to build your credibility and establish the trust which will help you in the next few stages.
The information you gathered about the prospect’s requirement in the previous stage and the online research is going to help you present or put forward a solid solution or a proposal to the prospect and impress them
Congratulations! You’ve made it this far. It’s time to handle any objections by your potential customer. There are lots of ways to close a deal in the negotiation stage. At the end of this stage you will either close the deal successfully with the customer or get a negative answer.
You have now closed the deal successfully. It’s the beginning of a new relationship. But the sales process doesn’t end from here.
6. Deliver and Continue
It’s important that you make sure the delivery happens smoothly and the necessary follow-ups are done with the customer. In fact, a successful delivery and continuous follow-ups exponentially increases your chance of getting repeat sales from the customer, which is the beginning of another sales cycle.
However, your sales process should match the prospect’s ’ buying pattern too. Therefore, it’s acceptable that you do certain changes to the common stages to match your sales process with the industry and prospect behaviour.
Transforming the process to a tool
Assuming you’ve come up with the right sales stages for your company, the next step would be is to transform those stages into a tool where your sales team can practice the sales process as part of their daily routine.
Once this is put into practical use, your team will be looking for wins at each stage. For example, a win at the ‘Qualifying’ stage would be is to make sure the prospect has the requirement and finding the right contact inside the company to take the deal forward, a win at the ‘Presentation’ stage would be is to convince the customer to accept your proposal and start negotiations.
‘BuzzFlow CRM‘ would be a good choice to implement your sales process and help your team achieve small wins at each stage and finally close the deals quickly and easily. It makes this possible with it’s activity based selling approach powered by visual pipelines.
Visual Pipelines with BuzzFlow
BuzzFlow helps you easily transform your sales process into a visual pipeline where you can get an effective dashboard view to understand the status of your sales pipeline from an overall point of view and also zoom in and understand the activities of each sales person.
We’ve compiled the following video to give you a better understanding of how you can manage your sales pipeline with BuzzFlow.