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.
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