Inleads Sales Process

 

What is a sales process?

A sales process is a set of repeatable steps that your sales team takes to convert prospects into customers. Building a sales process is absolutely necessary to your company’s success, and is perhaps the most important thing you can do as a promoter is to impact your team’s ability to sell.

A sales process consists of a series of stages—usually three to seven, depending on the sale’s complexity—which cover the major milestones of a sale. Each stage consists of tasks, which are the key activities your team must perform in order to advance the sale from stage to stage.

If you are operating without a sales process, you need to do something about it—right now. Fortunately, creating a sales process from scratch isn’t as complicated as it seems. Here is a Sales Process that Inleads promotes that can help you manage sales effectively

Sales Process – Stages – Tasks

Prospecting

Identifying potential buyers to add to top of your sales funnel. These potential buyers could be people who have expressed intrest in the product or service, or who might have interest based on their demographics, industry or other factors

Prospecting is often done through online research, buying leads list, or inbound marketing methods

Tasks
Collect recent customer referrals
Attend trade show or networking event
Gather Leads from content offers on your website
Search social media for companies / executives in target industry

Qualifying

The qualifying stage marks the first time your reps make direct contact with a lead.
Through an initial phone call or email the reps goal is to gather information on the lead and determine if they are a good fit for your product or service’

A well know qualifying framework is BANT, – Budget , Authority, Need and timeline

Tasks
Assess Needs
Assess Potential size of account
Identify decision makers

Presenting

Whether you’re doing an on-site demonstration for potenttial client or video conferencing , Presenting is your sales team’s oppurtunity to lay out a compelling, personalized case for how your product or service will fulfill the prospects immedieate needs.

Suceess in Presentation stage depends on research and presentation. Before you make a presentation, you should gather as much information as possible about your prospect and their specific needs and concerns.
So that you can anticipate every follow up question and have a good answer ready to go.

If you can postion yourself as a Trusted Advisor instaed of someone who’s just trying to make a sale, you’re doing it right.

Tasks
Schedule Presentation
Conduct further research on company / stake holders to prepare
Develop Specific recommendations to present
Presentation

Handling Objections

There are plenty of reasons why a prospectwould be hesitent to commit, even if they’re intrested in your product- price, timing, and fear of change are some common ones.

In objections stage, a sales rep attempts to address all of the outstanding concers that a prospect still has after hearing your pitch.

No matter what a prospects objection may be knocking it down generally comes down to two things, Demonstrating the value vof your solution and Demonstarting the cost or risk that comes from not buying.

Tasks
Follow up call with prospect after presentation
Identify Remaining concerns
Demonstrate value above other solutions they’re considering

Closing

Closing is everything you need to do in the late stages of a sale to get your prospect to sign a contract and become a customer.

Tasks
Deliver proposal
Final negotiations
Acquire signed contracts

Nurturing

This is the sales process stage that you want to last the longest.

Nurturing a customer means

1)Provide them with proper post sales support, so that they are excited about buying from you.

2) Finding oppurtunities to increase the value of the business relationship through upselling.

Well nurtuned customers can also provide a significant source of referrals, making them a priceless lead source for themselves

Tasks
Follow up with customers immediately after delivery of product
subscribe buyer to customer newsletter
Ask for positive reviews
Ask for referrals

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