IMPROVE YOUR SALES PROCESS AND INCREASE BUSINESS
The main goal of every business owner in the world is to increase the number of their sales and expand their business, but the problem is that most companies do not have a clearly defined process about how the money will flow and how to improve sales.
In this article, I will provide you with the steps that you must follow to stop struggling in your business.
1.PROSPECTING:
Prospecting is the first step in the sales process, which consists of identifying potential customers, aka prospects. The goal of prospecting is to develop a database of likely customers and then systematically communicate with them in the hopes of converting them from potential customers to current customers.
at this level, people don’t even know that you’re existing, so your mission is to grab their attention to your content and make the customers aware of you.
methods of prospecting:
Referrals: New business is good, but every salesperson needs new clients in order to stay viable. Are your people actively asking for referrals from current clients? Most reps say they receive referrals and they believe they are doing well.
Email Marketing
Email is free, fast, and available to almost anyone. By sharing information about your business through emails, you help customers see how valuable your product or service is.
2.QUALIFYING THE PROSPECT:
Qualifying a prospect means to determine whether or not someone interested in your services is a good fit as a customer. If yes, they are worthy of your time and effort to turn them into a customer. Qualified sales leads have a higher return on investment and a higher close rate.
You need to qualify the prospect in terms of four things:
Needs: How strong are their needs
Time: How urgent is this problem
Money: are they able to buy
Decision maker: can they make that decision or they have to talk to somebody else.
3.Demonstarting value:
presenting what you can do for the prospect, maybe is it by walking them through how your software works, give them a DEMO, invite them to attend a virtual training (webinar).
You have to understand what the buyer is going through if you want to close them.
4.Negotiate and close:
At this level, you should clarify what they are unsure of by repeating it back to them · ask them if they will sign the order if you can overcome the objection, negotiate with them about the terms, payment, how long you’re gonna provide the service
5.Delivery and fulfillment:
Order fulfillment means fulfilling a sales order to the customer’s specifications. That is, delivering goods as promised at the time of sale. There are three main steps in this process: receiving, processing, and shipping.
the sale doesn’t stop after you close. at this level, the seller should pay attention to how he gonna delivered the outcome, that he promised to the prospect.
