How to Define Your Sales Process Stages
A training program, called Professional Selling Skills, took a consultative way to deal with sales. The methodology was new then.
The class trained us on all things identified with the “sales cycle” and related stages. Things like qualifying prospects, characterizing needs, comprehension of buying patterns, overcoming objections, presentations, creating listening skills, setting up value added quantification in relationship to ROI, successful follow up … and the sky is the limit from there.
If you can envision it, organizations didn’t have websites then. They had handouts. Email existed, yet it could just be sent on restrictive systems.
Our lead generation comprised of a printed version D&B list, a ripe creative energy, and the capacity to compose a coherent and persuading letter, which would be followed up with a call to the decision maker. Cold calling at its finest.
Things being what they are, why am I letting you know this? And what does that need to do with distinguishing sales stages?
A ton has changed from that point forward … all things considered, technologically at any rate. It’s much less demanding now to figure out what you need to know about a prospect or a customer. The phrasing may have changed, yet the fundamental standards of the selling procedure haven’t changed all that much.
While each business is distinctive, most take after a progression with practically identical sales stages. I consider it a business improvement continuum with the deciding result being revenue generation. Furthermore, it’s valid for new business acquisition and additionally development of existing business.
The run of the mill sales process in the most simplistic of terms makes a go at something like this:
· Do target audience research
· Create awareness and produce leads
· Make contact, mastermind a meeting, and/or conduct a presentation
· Present a proposal and win the business
It all boils down to two things: establishing credibility and building trust. Once those two things have been determinedly dug in, income gets generated. Providing, obviously, you remember one vital thing — it’s about the client or prospect. What they want and when they want it. Here at MindStorm we are one of the top boutique consulting firms in New York that specializes in the best sales practices. The key is making sure your selling endeavors are in a state of harmony with their purchasing signals and stages.
Like most things shortsighted, there’s a huge amount of interrelated, supporting segments connected with those two fundamentals all together for the deciding result to happen. Furthermore, it is from those fundamentals and supporting components from which my sales procedure stages developed.
Here they are.
Stage 1: Qualification
This is the place things like qualitative, quantitative, demographic, and psychographicas well as a bucket load of other exploration is examined to pick up knowledge into prospect conduct and buying patterns. It’s the place prospect identification, affirmation, and lead generation comes in. Inbound marketing, social networking, and content marketing endeavors help produce qualified leads, incredibly decrease cold calling, and shorten the sales cycle significantly.
Stage 2: Preparation
This sales procedure stage incorporates a mixture of different sales abilities, for example, meeting planning, creating interest, anticipating and overcoming protests, presenting, consulting, crowd engagement techniques, closing gestures, follow up; and the sky is the limit from there.
Furthermore, preparation isn’t only a one-time thing — it’songoing. A portion of the other preparation components incorporate comprehension the competitive landscape and difficulties faced by your prospects, affirming that your products and services will address those difficulties and do it in a savvy, needs-based way, and establishing quantifiable value. On the off chance that you can’t do these things, you’re not really prepared.
Stage 3: Presentation
Expecting you’ve done all your homework in the initial two phases of the procedure, you may be sufficiently lucky to book a meeting. The stage taking after the meeting and/or presentation will be dictated by how well you have nailed down the former two stages and how well you perform your demo (and yes, it is an execution). So you better hear what you’re saying and practice it to the point that you could do it in your sleep while as yet appearing to be “spontaneous.” It’s a work of art. It’s likewise a vital piece of building believability and setting up trust.
Stage 4: Realization
Once you’ve made it past the initial three stages effectively, you may have earned the chance to present a proposal. This is the place you’re settled upon customer needs-based examination and benefits need to be clearly laid out and justified. On the off chance that they are not, don’t even bother submitting a proposal.
Stage 5: Performance
Truly, this business procedure stage is about commitment. In case you’re sufficiently fortunate to be granted the business (and a considerable measure of times, diligent work and arrangement aside, deals boils down to timing and luckiness), it turns into your commitment to make certain you’ll deliver on what you proposed, and what the customer consented to.
Stage 6: Communication
A fundamental piece of the procedure is keeping both inside and outside contacts included and tuned in. Utilize your CRM system — that is what it’s for. But most importantly, verify you keep the customer updated and do it all the time. In the event that you did well, let them know. In the event that you experienced an issue, let them know about it and clarify how it was amended. They’ll respect you in both occurrences.
Stage 7: Continuation
This is a frequently disregarded and underutilized phase of the procedure — despite containing hidden income generatingopportunities. How would I know? Because I’ve witnessed it happen and not happen.
Numerous years have gone since I sat gazing at that D&B printout, and it took me a while to characterize, comprehend, and completely admire the stages in my sales process. You have to make sense of yours taking into account your sales style and training experience.
The names you provide for the stages may be diverse. Be that as it may, more than likely, the strides and supporting components will be comparative.
Keeping in mind I may not recognize what your particular stages are, I do know this: Once you comprehend and do the things important to build up credibility and procure trust, you’ll expand the chances of accomplishing your essential objective — producing revenue.
For more sales strategies, speak to a MindStorm sales trainer at 1–844-MINDSTORM (1–844–646–3786) www.mind-storm.com.