Every company is – by necessity – going to have its own unique sales process. There are simply too many variable for one size to ever fit all. However, the best sales processes are built on a strong foundation of tried and tested methods so that they can consistently deliver the best results.
When the right foundational elements are working together, your sales team will find it much easier to guide their leads from the initial discovery phases all the way through to the final deal. This Four-Part Foundation is one of the most common and effective ways to build out your sales process. It includes:
How you incorporate each of these activities, though, will depend on you and your company’s own individual situation.
In other words, now that you have the basics in place, it’s time to get down to the nitty gritty details. You need to define every step of the sales process and try to answers as many questions as you can, before they come up.
These four basic steps can act as a milestone for every prospect. You just need to determine the most effective way to move someone between each of those steps. For example, prospecting will require that you engage with the potential client and determine if they have a need for your products and services. You can then qualifying them by assessing whether or not they’re in a place to make a purchase. If your assessment is positive, you develop a proposal to present their options, and, finally, close the deal by making sure the check is in the mail and providing avenues for any support they may need after the purchase.
It’s a simple thing, really. But like many simple things, every step is important. Build on a strong foundation to define your sales process and really start growing your business.