Steps Of The Perfect Sales Process
The Perfect Sales Process
Three Steps To Help You Better Meet The Unique Needs Of Your Customers And Prospects.
The million dollar question:
How do I build the perfect sales cycle or the perfect sales process?
I’m often asked this question and my answer tends to disappoint those who are looking for quick answers to challenging issues.
There is no such thing as a perfect sales cycle, or a perfect sales process that you can either build or replicate and unleash on your entire market. that’s the bitter truth.
Assuming otherwise is akin to treating sales no differently from any mass-produced product, assembled the same way for every customer as quickly as possible to solve a very short list of problems that your customer has.
It sounds a lot like how fast food is made and sold, doesn’t it? Unless you’re in that line of work (no mistake, no judging here, really), you need to stop and look carefully at your product or service and to whom you are making the sales.
You Do the work — And the truth will surface
You’ll notice that every sale and every market market is different. And every product or service you make is different too. Therefore, it makes perfect sense that your sales cycle and sales process needs to reflect these facts and be flexible to meet the needs of each sale individually.
Here are the steps you can implement today to better meet the unique needs of every customer or prospect.
1. Understanding the needs of your new customers.
Many researches shows that many organizations overlook how they sell to new customers and instead treat them like every other day client. That’s a big mistake. Selling today is more relationship-based than ever before.
Each time you land a new customer, you’re establishing a new relationship, so it’s smart to treat the sales process here a little differently from other times.
From a net new lead that comes into your organization, whether you found that lead, or the other way around—through marketing programs, you ought to have a process for quickly transforming each one into a repeat loyal customer and buyer.
2. Try to address the need of your existing customers
Your already well-established customers have different needs from your newer customers, so your sales process should reflect this fact. If you sell multiple products to an existing customer, consider having a unique process. Similarly, if you have a customer who regularly provides you with great new referrals, examine how your selling process can acknowledge that fact and encourage more of that policy.
3. Try to Invest in account management
surprisingly, now many business owners overlook the importance of having an account management process. Every single of your customer has a total lifetime value that you need to maximize and prolong, and many companies forget that you have to manage and nurture client relationships to maximize that total lifetime value and the benefits you’ll reek through this process.
So, Your account management should be flexible to meet the unique total value of every sale. What this means is if you sell one product to a business that can be renewed over time, or one product to a business that they pay for once and continue to use for a lifetime, or you sell 200 products to one company, you should have a process for each, developed carefully to maximize the value of these transactions.
When undertaking all the steps above, your business can speed-up revenue and profit. Remember that most companies see the greatest amount of profit from the second, third, fourth, and fifth sales to existing clients.
In case you’re not developing a well-oiled process to maximize the unique needs to every customer and every sale, you may be risking leaving a large amount of cash behind.
Hope this was of a great help, for further assistance please feel free to write me using the comment box below- visit the home page to learn more on how to master the online world.