For many business owners, sales are done with intuition and flexibility. While these things are important, a sales process can bring structure, making your sales repeatable and scalable, taking the mystery out of selling.
In fact businesses that have a structured sales process have consistently higher sales than those that don’t. It will make your work more effective, giving clarity and control and improve the performance of your business by boosting conversions and closing more deals, saving you time.
So, how does this help your business? How can you use this simple process to make more sales?
Before creating a plan of action and process document, think about the customers needs. Customers want to build a relationship with the businesses they buy from. If you build your sales process around how you want to sell, it will not be as effective as if you develop the process around the way customers want to buy.
Make it adaptable
Keeping the customer in mind, means you may need to adapt the sales process to suit different customer needs and situations. Not every customer wants to go about things the same way, so ensure there is some flexibility in the process.
Take a look at your stats
Have a look at previous sales and see what process you are already naturally following. Is it working? Is there a certain point that things often fall apart? Identifying stalled sales and where they happen means you are able to define your process to be more effective.
You can also define what causes a prospect to move the next step, or what is going right in your current, yet informal process. Identify what you are currently doing right and make sure that those actions make it to your formal process.
Create a plan
Once you have looked at the customers point of view and your stats, you can start to form an actual process. Creating the process will help you become more comfortable with sales. You can also define certain parts of the process that can be standardised. Things like creating templates for proposals or emails can save you time and increase your confidence.
With so many options for software and integrations, there is so much of the sales process that can be automated. Automating tasks will save time so you can focus on the actual selling. Let your customers and automation do the work for you by creating a CRM linked to a form on your website, then integrate it with a marketing platform. This way your prospects are automatically being added where they need to and even already being nurtured to the next steps in your sales process.
You can also automate reminders for follow ups, track the sales and ensure no leads are disappearing in the sheer volume of paper on your desk.
Once you have a process formalised, keep track of how well it is doing. See where the sales process may be falling short and where it is working well. You can even use templates and automated reporting to keep track of how you are going.
Tweak the Process
As you get more comfortable with your sales process, you may find opportunities to improve it. What worked in the beginning may not be working anymore, don’t be shy about tweaking the process and making changes as you go.
Creating a sales process will help you stay on track and provide a professional customer experience.
© 2019 All Rights Reserved
Get news updates from ActionCOACH and learn about events, opportunities, Business Success Stories, and other inspiring articles.