HOW TO BOOST SALES 2: UNDERSTANDING THE SALES PROCESS
Every
sales process is a product of a strategic plan. Designing and using a
sales model is essential if you are to make a breakthrough in selling
your products and services. This is where understanding of the sales
process becomes expedient. Making giant strides in sales is a
possibility, but only if the right moves are being made. When the
right moves are made, then right results come along. Understanding
the sales process is important because it helps you to know and
identify the right model to apply in order for you to make your big
break. Another variation from the Pareto principle which I strongly
believe states: “The
top 20 percent of salespersons in every field earn 80% of the money.”
The
big question now is: what are the stages in a sales process that if
rightly followed can yield the results you desire?
STAGE
1 - GET THE CUSTOMER’S ATTENTION
Every
successful sales process begins with getting the attention of the
customer. This has to be done intentionally. The first win is to get
the customer/prospect to listen to what you want to say about your
product or service. The best way to do this is by presenting an idea
or asking a question aimed at selling a specific benefit that the
customer needs or by intimating the customer on what your product or
service represents and how it can meet his/her need(s).
STAGE
2 - GET THE CUSTOMER INTERESTED
Every
successful process demands that you arouse the interest of the
customer in your product or service in order to experience a
breakthrough. You can get the customer interested in your product or
service by intimating him/her on the features of your product and
service and by also explaining how your product or service can
improve the life, business or career of the prospect.
STAGE
3 – GET THE CUSTOMER’S BUYING DESIRE AROUSED
Every
successful sale process requires attention to details in intimating
the customer/prospect about the benefits of your product and service.
You can achieve this by explaining to him/her on the benefits of your
product and service and how it can be valuable to them.
STAGE
4 - GET TO CLOSE THE SALE
Every
successful sales process is dependent on the persuasive effort in
closing the sale. This can be achieved by persuading the
customer/prospect via call-to-action. This means making him/her to
make a definite buying decision to take your offer.
For
questions or corporate trainings on sales and other business-related
subjects, please feel free to send us messages via our contact us
link. Cheers!
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