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| Designing a sales process |
DESIGNING YOUR SALES
PROCESS
Sale process
has periodically become a real time way of delivering sales to client following
some basic set of sequential methods and procedures. Lately, there has been a
paradigm shift to the process of selling goods and services to clients. No one
loves to be sold at. People ignore a lot of adverts when it’s been displayed to
them. Have you noticed the way people tends to scroll pass ads on social media
without checking the content? Many of us tend to tune to another channel once a
product is being advertised on Radio or Tv channel - It’s as bad as that. We
are more interested in funny contents that will make us laugh and won’t remove
a penny from our pocket. So how do you drive sales?
The question
of how to drive sales will result to the basic concept of designing a sales
process to make good sales and retain your clients. So follow me in this
article as I show you the secret to making good sales. I can guarantee you a
70% sales increase if you follow these methods and design your sales process
effectively. Are we good to go? Great, let dive in.
7 PHASES OF DESIGNING
YOUR SALES PROCESS
1.
RESEARCH PHASE: It’s of no doubt that many
businesses/sales persons ignore one of the most vital phases of making sales.
Before you go out to pitch your business or product to anyone its very
pertinent you do a research on the kind of clients you want to meet. Who are
you buyers? What kind of products are they interested in? How can your product
be of help to them? Where can you find them? When can you meet with them?
Outside business, what are their interests? Researching about your clients
before approaching them give you full understanding on who you are dealing with
and how to relate with them.
2.
MEETING PHASE: Now that you know the set of people
you want to sell to, the next thing you do is set up a meeting. On meeting your
potential client, do not make the mistake of pitching your business to them at
the first meeting else offer to provide solution to their problems. Ask as much
questions as possible and look out for problems you will be able to solve.
3.
PRESENTATION PHASE: The presentation phase is one of the
most demanding phases of making sales. During the meeting with your potential
client you must have listened to them over and over again and have an idea of
what their problems are and how you can solve them. During your presentation
you should be able to outline what your client needs and what they requested
for based on the information you gathered during the meeting. All of this put
together should give you a wonderful presentation.
4.
DEMO PHASE: Demo simply means demonstration.
During your demo you basically show your client how things work, how you can
solve their problem, why you are the best person to do the job, what they will
benefit, why your solution is the best for their problems etc.
5.
OPTIONS PHASE: Your options determines if a client
will purchase from you or not. Do not on any condition go to a client with only
one option. Make sure you have more than one option from which the client can
choose from. Basically three (3) options are good enough. When people have too
many options to go for they become “over excited” and they end up choosing
nothing but when you have a maximum of 3 options by default people tend to
choose the second option. As the case may be, the second option should be of
interest to you.
6.
PRICING PHASE: It’s funny the way people approach
pricing of products and services. Some persons are even shy to call the price
of their product. Now here is the gist, there is no best way of pricing your
product. You either sell at normal price or premium price; no one will penalize
you for it. But if you are selling at a normal price do not reduce the price of
your product too low with the aim of winning the market. Research has shown you
will never win a market by reducing your price and do not increase it too high
else you become unaffordable.
7.
CLOSE THE DEAL: Know the right time for you to STOP
and ask for money. By the moment you see your client is convinced and interest
in buying STOP and collect the money.
Now that you have the knowledge of how to design your sales
process, you have to tweak this process severally before meeting your client to
make it work. Once you practice this process to the point that it becomes part
of you then you are ready to make a great sales. Also keep in mind your sales
circle which is basically how long it takes from the meeting stage to the
closing the deal stage. Your sales circle helps you to do proper planning, gives
a road map on how to sell and the goal is to always shorten the sales circle.
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