How to Develop a Successful Sales Process

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Dale Carnegie - Sales Training can help your business sales team achieve new levels of sales performance.

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How to Develop a Successful Sales Process :

How to Develop a Successful Sales Process

PowerPoint Presentation:

One of the crucial elements in any business is the sales process. A sales process can be loosely defined as the steps that a sales person follows to guide a prospect from the first contact to making a purchase. It’s more common to create and follow a sales process with B2B sales than B2C sales, but higher ticket B2C items will also usually have a specific process. Creating a defined sales process will help you to sell products and services more efficiently, and improve your overall sales campaigns. And while the details will vary, following some specific steps will help point you in the right direction.

Look for Opportunities:

Look for Opportunities In order to create and develop a sales process, it’s important to know whom you’re supposed to be selling to. At the start, the salesperson must get out and prospect. This may include searching for new opportunities among the current customer base and generating qualified leads through cold calling, networking, trade shows or seminars. Many businesses utilize their company website to attract prospects that are already looking for what they are selling. This can sometimes make the sales process run more smoothly because the prospects are already qualified. Through the prospecting step, the salesperson hopes to get an audience with the decision maker, or someone close to the decision maker.

Find Your Customer’s Needs:

Find Your Customer’s Needs To develop a successful sales process, it’s important to start by figuring out how your potential customers buy. After your prospecting has yielded some quality leads, you must successfully determine the steps your prospects take from the time they realize there’s a problem to the time they make a purchase. Once you accomplish this step you can gain insight into the prospect’s mind and get a handle on what techniques and methods will work the best. Sometimes, talking directly with customers can help, as can talking with sales reps that may have worked with customers in that industry before. After identifying his own needs, a customer will typically determine the requirements that are necessary to meet those needs and evaluate his options. After the negotiation process he will make a decision and then implement the product or service and gauge whether it was a success or not.

Create the Process:

Create the Process When the time comes to actually create the sales process you’re going to use, there are a handful of important steps to take. You already know all the steps your prospect must take to arrive at a decision, and for each step you should write down: What the prospect needs from you to learn What types of tools or literature or literature you can provide to help him proceed Approximately how long each step will take Sometimes, developing the process can take quite a bit of time. Each step must naturally lead to the next, and help guide the prospect along. If one or more steps don’t seem like they belong, it’s perfectly ok to toss them out and create new ones. Keep in mind that this sales process may be expected to bring in thousands or even millions of dollars in business, so each step must work with the others.

Test the Process :

Test the Process Naturally, the only real way to know if a sales process is a winner is to test it out. By following the steps carefully and really learning what motivates your prospects you can narrow it down, but only through testing will you know for sure. After management and the sales team has decided on the steps, it’s time to use it on your prospects. Track your results carefully so you can determine which parts if any are causing problems. The testing process is like a science that dissects the process and looks for even the tiniest glitches. Thorough testing will: Measure the effectiveness of different reps to convert prospects Identify any spots in the process where prospects get stuck and don’t move forward Analyze the language used in each step to identify potential issues

Make Adjustments:

Make Adjustments The next step after testing the sales process is to make any adjustments that are necessary to improve it. If inconsistencies have been noticed through the testing process, it’s wise to make some tweaks to try and iron them out. When you make adjustments, make sure that they’re only small ones and only one at a time. If you change more than one element and then the process improves, you won’t know which one was responsible for the improvement.