Selling is easy if you know what you are doing.
The craft of selling is part art and part science. A great salesperson can walk into a room and light it up with their innate affability and ability to put everyone at ease. The subtext to that is the ability to have a process through which they can quickly, easily, and effectively identify individuals whom they can help.
The salesperson is not a product specialist, the salesperson is a business psychologist. Too often professionals come to work and waste countless hours in areas and tasks that are not related to their job. The salesperson’s job is to identify those areas of waste and find creative solutions to enable someone to do more with less and become effective.
A sales process is designed to provide the sales rep with the guidelines they need to identify prospects that they can help, provide the information the prospect needs to agree they need help, and create a win-win situation so closing is easy.
Six steps to a great sales process
There are six steps to a sales process:
Step 1: Prospecting
Step 2: Discovery
Step 3: Demo
Step 4: Solution Building
Step 5: Closing
Step 6: Post-close
Being able to correctly identify a prospect, engage them in conversation, and convince them that your solution is something that will help them is the core tenant of selling. Everything is superfluous.
Every sales process can be broken down into these six keys steps.
Larger organizations have dedicated teams for each step, smaller organizations own the entire sales process. While there are advantages and disadvantages to each, companies have been successful employing both strategies. The goal here is share information on the best practice for each stage of the sales the sales process.
Learn more about the Six Steps to a Great Sales process