Understanding Sales Process, Benefits, & How to Build Strategically?
Anupam Singh
Senior Content Writer | Content Editor | Technical Writer | UX Writer | SEO Writer
Are you a business owner or considering shifting to the business domain? If so, you must be aware of the sales process. Regardless of size, every business wants to increase product/service sales. However, a productive sales and operations planning process is necessary to accomplish this objective. You will need it to navigate or know what to do.
Whether you're just starting out in sales or a seasoned professional looking to sharpen your skills, this blog is for you. Together, we will dissect every step, from the initial contact with a potential customer to sealing the deal. The insights and strategies shared here will help you understand and apply the process to your business.
Let’s dive deep and explore the essentials.
What is All About the Sales Process?
So, it combines the initial steps a salesperson takes from a possible buyer of your product or services to a closer one. These include prospecting, qualification, approach, presentation, handling objections, closing, and follow-up. All these essentials are designed to move the prospect closer to purchasing.
Sales and Operations Planning- Why It Is Important?
The S&OP process is paramount for businesses as it aligns sales and marketing plans with production and operational capacities. To comprehend this process deeply, consider the point below.
In a nutshell, S&OP is important because it assures that all aspects of a business work jointly and harmoniously to meet customer needs efficiently and effectively.
How to Build 7 Step Sales Process Strategically? Explore Now!
The 7-step sales process summarized in business textbooks is a good starting point. Leading sales operations teams credit 60% or more of their total pipeline in any quarter to actively designing and deploying sales strategies. It is an excellent starting point for customizing it to fit your business needs and, more importantly, tailoring it to your target customers as you guide them through the sales funnel.
1- Prospecting/Research
Consider research as the first step in the sales journey. Here, you will find potential customers who are interested in your product or service. It’s like fishing – you must find the right pond (or market) and reach out (or cast a bait) to see what might interest him. You can use social media, networking events, and cold calling to find these prospects.
2- Qualification
Once you've identified potential/ability clients, the next step is qualifying them. This will determine whether they are an excellent fit for your product or service. Ask yourself: Do they need what I'm selling? Can they afford it? Are they the selection-makers? This step saves you time by focusing on the prospects likely to make a purchase.
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3- Approach
The third crucial phase of a strategic sales process is the approach. From the prospect & qualification/research stage, you have a list of qualified/suitable prospects, and it’s time to make contact. This is also known as the approach phase. Your goal or objective here is to set the stage for a more in-depth conversation. It could be conducted through an introductory email, a phone call, or a face-to-face meeting. The key is to create a good first impression and spark their interest.
4- Presentation
You get to show off what you’re selling during the presentation stage. Within this phase, the salesperson demonstrates how your product or service translates the prospect’s problems or meets their needs. Here, try to tailor your presentation to highlight the benefits that matter most to them. For reference, take it as storytelling – you're conveying how your product/services can make their life easier or better.
5- Handling Objections
It’s normal but obvious for prospects to have questions or concerns regarding their pain points or maybe within your product/services. This is where handling objections comes into action. Instead of seeing objections/questions as roadblocks, view them as chances to provide/feed more information and build trust. Firstly, listen carefully to their concerns and address them honestly. Overall, it shows that you understand their needs and are there to help.
6- Closing
The core phase of sales process planning is Closing. Here, the salesperson asks for the sale. This might seem intimidating, but it should feel like a realistic progression if you've done the aforementioned steps well. Everyone uses closing techniques, like offering a special deal or asking a direct question to confirm their commitment. Ultimately, the key objective is to make it easy for the prospect to say "yes.” Here, you have done a final closer.
7- Follow-Up
However, after the final yes at the closer time, the sales process doesn’t end with the sale. Instead, follow-up is crucial for building long-term relationships. Check-in with your customers to ensure they’re satisfied with their purchase and see if they have any additional needs. A good follow-up can turn a one-time buyer into a loyal customer and lead to referrals.
Combining all the 7 steps of a sales and operations planning process is a series of steps that guide you from finding potential customers to closing the deal and beyond. Each step moves the prospect closer to becoming a satisfied customer.
Over to You!!
Comprehending the sales process and its advantages is crucial for any business to grow and succeed. By strategically building and refining your S&OP process, you can improve efficiency, enhance customer relationships, and boost your sales. A well-structured sales planning & process guides your team and ensures that your customers have a positive experience from start to finish. The strategic technique will help you achieve consistent and sustainable sales success.