Believe it or not, obtaining a sale in business follows a fairly well-defined process. In this article we are going to run through the seven steps in the sales process to help you sell effectively in your business.
Following this process ensures you don’t miss out any steps and jeopardise your chance of a sale.
Here is the Sales Process in pie chart format:
Problem Identification – ask better questions, seek first to understand. Identify the challenges your customer is facing.
Value articulation – what is the value to your customer of solving the problems identified in Step 1?
Exploration of options – give your customer options to help them feel in control of the process. Provide them with a choice of yeses!
Conceptual agreement – after these 3 steps, ensure you re-confirm the issues, the value of the solution, and the actual solutions. You may also discuss the objectives, measures, deliverables etc (depending on the type of business). Discuss the price and timing if relevant.
Send a proposal – this must be done as soon after obtaining conceptual agreement in Step 4 as possible. Make it easy to accept and process
Acceptance and payment – as with Step 5, ensuring acceptance of the proposal and payment for your services/product needs to be as quick and easy as possible for the customer
Delivery of service – important to check back in during the delivery to ensure objectives (identified in step 4) have been met or are on track. This may also provide additional sales opportunities, or a chance to update the client on any challenges to the delivery.
If you’d like to discuss how we can help you grow your business, please get in touch. For existing clients, you can use our Quick Query service. For future clients, please book in a Discovery Call.