The sales process has taken on an almost mythical status, with consultants and presenters around the world promising that they alone have the best trick for consistently closing sales. While their hacks and tips may be helpful, success starts with a solid foundation—in this case, the 5 steps for instant sales.
A quick and efficient sales process necessitates a great deal of effort and fine-tuning. All the more reason to take the time to adapt and customize each phase of the sales process to suit your industry’s unique characteristics.
Now, let’s get right to the guide!
The second of the five steps for instant sales is Prospecting. This is the stage of the sales process in which you look for customers to sell to.
Because sales teams can contact everyone with even the tiniest digital footprint, the prospect pool is nearly limitless.
However, having more options isn’t necessarily a good thing, so here’s how to limit things down and strategize:
Determine who your best customers are.
When looking for sales prospects, look for people that are similar to your top clients.
These are the individuals who:
- You are the most frequently purchased from.
- Leave glowing Google ratings for you.
- They will recommend you to their friends.
- Promote your business.
While you may have a fair sense of who these clients are, data should be used to back up your ideas. To do so, use your CRM solution, which will allow you to see who in your customer base:
- Converted the quickest and for the least amount of money
- Is he a regular customer?
- Spends the most money on your company
After you’ve acquired this data, you’ll know who your best clients are and may begin looking for commonalities amongst them.
Look for commonalities among your top customers.
You’ll want to seek commonalities among your best consumers now that you’ve determined who they are.
- Occupational title
- degree of education
You may now use the patterns you’ve discovered in your top customer list to inform your sales strategy.
You’ll want to reach out to folks who have the same traits as your top clients when prospecting. In this manner, you can concentrate your efforts on the prospects who are most likely to buy from you, resulting in the highest possible revenue for your company.
Discover client needs
The second of the five steps for instant sales is to Discover client needs. In this step, the client should do most of the talking. You should ask questions that will help you comprehend them, but you should listen more than worry about what you’ll say next.
Use questions to get the client to talk about the problem that your solution can answer, but don’t mention the product just yet. Encourage them to discuss their motive for resolving the issue, any other options they’ve explored, and any reservations they have about prospective solutions.
In addition, you should ask questions that will assist you in anticipating objections. Is there a budget in place? Are there any other restrictions you should be aware of?
You only have one chance to create a good first impression, so make it count! Introduce yourself and your firm throughout this conversation, but keep it fun, personal, and relevant. The goal is to shift this from a sales call to one where you are simply offering advice and attempting to assist (this approach will immediately make your salespeople better than your competitors who will likely be giving everybody the same generic sales pitch). The purpose of the connect call is to set up the first meeting.
Offering a solution to a problem or a goal is the greatest method to do this. They are considerably more likely to desire a follow-up session if you can demonstrate that you can assist them to fix it.
Qualifying and Setting Goals
The third of the five steps for instant sales is Qualifying and Setting Goals. You’ll want to make sure they can buy your product or service now that you’ve located folks who are inclined to buy it.
Here are three things to ask to qualify your prospects:
- Is there a need for what I’m selling with this person?
- Do they have the financial means to purchase my product?
- Do they intend to make this purchase right away?
It becomes much easier to prioritize which leads you should spend the most effort on once you’ve discovered prospects with a budget and a desire for your product.
You should ask qualifying questions throughout your exploratory call. You must ensure that you are pitching to the appropriate individual, that the firm has a need for your products and services, and that they are experiencing problems with their present supplier or service. Is this a perfect consumer that is ready to buy right now, or will they be looking to buy later?
The fourth of the five steps for instant sales is Demonstrating Value. If you have a physical or online product that your prospects will use, the demo stage is where you demonstrate that it is the correct answer for them and set up a tailored demo. This is your opportunity to demonstrate how your product will benefit your prospect, as well as to demonstrate that you fully get their needs and offer a solution to assist them. Alternatively, you could be showing samples or exchanging CAD or project specifics during the demo stage.
Let’s look at how to produce a fantastic sales pitch as we near the finish of the 5-step sales process.
The key is to plan ahead of time and personalize your pitch as much as possible.
To do so, go over all of your notes on a potential consumer and imagine yourself in their shoes.
Consider how your product will help this person in particular, and then repeat these benefits throughout your sales pitch.
You must also be prepared to deal with your buyer’s complaints as well as go head-to-head with your competition. This entails considering every possible reason why your buyer might not complete the transaction and presenting a compelling case for why this isn’t a viable alternative.
Closing the Deal
The last one of the five steps for instant sales is closing the deal. You’ve qualified your lead and addressed their concerns; now it’s time to close the deal, and you’ve done it all with the help of your sales flow chart and playbooks to ensure that you follow a repeatable process that can be tracked and improved (there’s a lot to remember in a consultative sales process, so the flow chart and playbooks ensure that you always cover the important steps, ask the right questions, and use the right content at the right stage).
Now that a lead has progressed through the sales funnel, it’s time for them to make a purchase.
While this may appear to be straightforward, it isn’t always the case.
Many buyers can still be on the fence at this stage of the sales cycle, despite your best efforts to qualify, nurture, and promote the value of your product.
Here are some pointers to help you overcome buyer hesitancy and seal the deal:
- Use social evidence such as client testimonials and case studies to help them feel more confident about their purchase.
- Show how the advantages of your product exceed the costs.
- Use online, self-service solutions like customer portals to make purchasing as simple as feasible.
You should be searching for methods to improve your sales process at all times. Keep track of any changes in sales activity and KPIs to see how the new approach affects your pipeline, revenue, and customer happiness.
Your sales process will always be a work in progress, but constant monitoring will ensure that it remains efficient and productive.