WHAT IS THE SALES PROCESS?
The sales process describes a systematic and repeatable approach to selling a product or service.
While there are numerous reasons for having a well-thought-out sales process a few include:
- seller and buyer risk management,
- standardized customer experience during the sales interaction, and
- scale-able revenue generation and
- more consistent and repeatable success.
Approaching sales from a “process” point of view offers an opportunity to use design and improvement tools to further enhance the success of sales efforts. Tools like:
- Specials and promotions
The Sales Process is defined by five major steps, each with a specific goal that leads to a positive outcome.
C customer greeting – Goal: make a great 1st impression and being to establish rapport
L listen to needs – Goal: discover your customer’s needs and hot buttons (or the emotional reasons they want to resolve their primary need)
O offer benefits – Goal: build value in the product by communicating personalized benefits.
S seize the sale – Goal: Be assumtie and ask for the sale
E end with extras – Goal: Maximize your opportunity and ensure your customer has everything they need by offering additional products and services.
For more on proven tips and strategies to increase your sales success and boost your career sign-up for our FREE KO Sales Coach Weekly Newsletter and GET….
The Ultimate Rebuttal Cheat Sheet!
Get your FREE Proven Method to address ANY objection & convert more shoppers into BUYERS! - Without spending hours memorizing rebuttal scripts!