Sales
-is it a Nightmare? -Part-2-Need for a Sales Process
In the previous article, we discussed the need to have a sales manual, in this
article let us focus on understanding the need to have a sales process that
will help the customers to perceive value in what is being sold to them.
Before
we get into the need for a sales process let us reflect and reinforce the need
for a process in whatever we do through the quote below:
If
you cannot describe what you are doing as a process, you do not know what you
are doing. -W. Edwards Deming
The above quote though stated before many years, it still holds good for any
generations and situations. Have you wondered why brands like McDonald’s, KFCs
etc have upscaled their business globally? Yes, the answer is -it is their
process that sells.
What
is a Sales Process?
A sales
process refers to a repeatable set of steps a sales team takes to move a
prospect from an early-stage lead to a closed customer. A strong sales process
helps the sales team consistently close deals by giving them a framework to
follow.
What
are the steps involved in the sales process?
Typically,
a sales process has 5-7 steps, however, to make it effective the number of
steps can be arrived at based on business needs. The sales process starts with
prospecting and ends in closing a sale, however from the beginning to end, a
good sales process addresses the desire converts the desire into needs,
increases the value proposition in the mind and converts the objections into
sales.
Stop
for a while and evaluate by asking the following questions:
·
Do
you have a written sales process in your organisation?
·
Do
you salesperson approach the customer with the same process?
Comments
Post a Comment