Step-by-step Guide to Design a Winning a Sales Process
95 percent of decisions a customer makes are at the subconscious level. Therefore, the dynamics of a sales process not only lie in selling your product or service to the customer but also largely depend on how they feel when they engage with you during this process. You can provide the best experience to your prospects by tailoring your sales process using the steps listed in this blog. Let’s get started.
8 Steps to Design a Winning Sales Process Step 1: Build Product Knowledge Product teams and sales experts worked in silos until recently. For instance, if there was a productspecific question that a customer asked a sales rep, potential consumers were directed to a product manager or product expert to answer that question. However, this workflow model between sales reps and product teams will no longer work. With the influx of information that customers are exposed to, they are expecting sales professionals to answer product-specific questions inside out. Though this is quite a demanding ask, the silver line behind the challenge is it streamlines communication and establishes sales reps as product experts, thereby, helping them handle any kind of objections with confidence. On this note, the best way to accumulate product knowledge is to review product demos, read press releases and other relevant documentation. Then use this information to create your notes, so that you can resolve your potential customer’s concerns at the get-go.
Step 2: Research Your Ideal Prospect Today, businesses are creating buyer personas that give them a blueprint of their potential customers' psychographics, demographics and communication preferences. Personas help sales and marketing teams to up their game when planning how to reach out to their target audience and address their pain points.