Join Christopher Matthew Spencer for an in-depth discussion in this video Defining the sales process, part of Sales Skills Fundamentals.
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The essentials of a typical sales process include at least eight stages. These are the initial contact, which is also known as prospecting. Planning out the sale, which includes developing your plans for presentation materials. Approaching the prospect, which might be by email, by phone, or in person. assessing their needs by analyzing the information you've acquired during the approach. Making a presentation based upon your collection of information about their needs. Then listening to objections and then responding to them without sounding, or acting defensive. Then commitment from the person who now becomes the buyer, and finally, follow-up or post-sales support, which also means an emphasis on customer retention.
You know from the sellers' perspective, having logical steps in the process dramatically reduces the risk of making critical mistakes with prospects. You know it also defines the sales cycle for new employees so that they aren't reinventing the wheel. If you're a small organization, collection of money generally won't be a huge topic. However, in larger companies, you may also want to add the collection of funds as a phase to the sales cycle. Now keep in mind every sales process is unique. The checklist for selling successfully includes some judgment, so you may skip steps if your prospect has expressed an interest to buy immediately, but make sure it's the right decision for that situation.
You know many green and eager salespeople may skip over an important step such as setting expectations with their buyers. For example, if you buy a used Ferrari, even if you can afford the basic payments, you have to set aside a good amount of money for insurance and for maintenance. If you sell used Ferraris, it's critical to tell your buyer this, because they'll find out eventually anyway. Part of successful selling includes customer satisfaction, which leads to referrals to you. Any standardized sales process will take some planning, and I'll be expanding on each of these stages throughout this course.
This course also covers the basics of connecting with prospective clients, making convincing presentations, understanding and maximizing the sales cycle, measuring sales abilities, and practicing sales skills in role-playing scenarios.
- Becoming acclimated to selling
- Understanding common sales terminology
- Honing communication skills
- Conveying passion and thoughts
- Listening actively
- Winning the confidence of others
- Asking for referrals
- Making cold calls
- Setting realistic sales targets and achieving them
- Keeping good sales records