Premium approach : Offer a gift to the prospect at the beginning of the interaction.
Question approach:
Product Focus: Give the lead a free sample to review and evaluate the product or service.
In this step of the sales process you must actively demonstrate how your product or service meets the needs of the potential client.
Presentation involves using slides, graphs training directors email lists images or any resource. But it doesn't always have to be that way.
If you want to learn how to make a successful sales presentation you must actively listen to the client's needs and then act and react accordingly.
Respond to customer objections
Perhaps the most underrated of the seven steps of the sales process is handling objections. This is where you listen to your prospect’s concerns and address them.
It's also where many salespeople abandon the process after a rejection, even though sales require follow-up to convert.
Successfully handling objections and alleviating concerns separates the good salespeople from the bad and the great ones from the good ones.
Closing
In the closing stage, you get the customer's purchasing decision . Depending on your business, you can try one of these three closing techniques.
Take charge of the sale and offer the potential client different options that lead to closure.
Offer something extra to get the prospect to close.
Create urgency by expressing that time is of the essence.
Follow-up
Once you've closed the sale, your work isn't done. This stage of the sales process keeps you in touch with the customers you've closed, not only for potential repeat business, but for referrals as well.
And since retaining current customers is six to seven times less expensive than acquiring new ones, maintaining relationships is key.
Uses of sales processes
Don't know when to implement the sales processes we mentioned? Don't worry, here we tell you about the uses of each of them:
Call Management : When the salesperson makes a moderate amount of high-risk, one-time sales calls.
Opportunity Management : When the salesperson pursues long, complex deals with a set beginning and end.
Account Management : When the majority of a seller's revenue or profits are concentrated in a number of large, ongoing customer relationships.
