Before you can start selling, you need to understand the sales process. The 7-step sales process is a framework that helps salespeople convert potential customers into paying customers. It involves prospecting, preparation, focusing, presenting, handling objections, closing, and following up. Prospecting is the first step in the sales process.
This involves researching and identifying people or companies that may be interested in your product or service. You need to qualify potential customers to determine if they are ready, willing, and able to buy. The next step is preparation. This involves understanding the customer's needs and tailoring your presentation to meet those needs.
You should focus on the benefits of your product or service and explain how it meets the customer's needs. You may use product demonstrations, videos, PowerPoint presentations, or let the customer interact with the product. After making the presentation, it's natural for the customer to have questions or concerns. These are known as objections and should be seen as opportunities to better understand and respond to customer needs.
Good salespeople use their knowledge of the customer to respond to these objections. If the customer is convinced that your product or service will meet their needs, you can close the sale by agreeing on the terms of the sale and finalizing the transaction. After closing the sale, it's important to follow up with your customer to ensure they are satisfied with their purchase.Technology can help automate parts of the sales process but it's important to remember that human touchpoints are essential for success. Rex Bibertson, founder of LeadCar and author of Outbound Sales No Fluff, shares his 4 best practices for creating your own sales process.
You should track the metrics of your sales funnel before implementing new changes and then after implementing them.