NEVER QUESTION YOUR NEXT STEP AGAIN
Sales is a Thinking Process.
What is a Process?
A series of steps that someone follows, in a particular order to accomplish something. A sales process is the series of steps that someone takes, or goes through when making the transition from Problem that is Known to Solution that is Known.
Benefits of Having a Sales Process
Know your customer
Understand the Buying Process
Before you interject yourself into the process, you've got to know where your customer is coming from. Why are they looking for a solution? What will go into their decisions?
know your business
Know Where You Stand
Knowing who you can serve and how exactly you can serve them, puts you in the driver's seat. When you know the solutions you can offer, you know the problems you can solve.
know your approach
Follow the Sales Rep Approach
Identify prospect, ideal customer profile, engage with the person(s), and establish objectives. Then, we clarify next steps by identifying the next actions, and call the prospect to action (use this as a way to hold the person(s) accountable). This process loops until the deal is closed.
Putting it all together using "Sales is a Thinking Process"
Ask yourself “Can we see a scenario where we would conduct business with each other?” If you are speaking with someone who is in your ideal customer profile at an individual level (person/role), and they work within an organization that is within your ideal customer profile (company), there is a high likelihood that within the first discussion you will be able to validate an opportunity.
This step is about understanding the story from the perspective of the customer. You need to identify what problems exist, who cares about those problems, why do they care about those problems, how have they attempted to fix the problems, when do they need to fix the problem? If we can answer these questions, we can move to the next step.
We have done a fair amount of work to get here. We understand the customer and can define the problem from their perspective. Plus, we have determined that we can solve the problem and they have agreed that we can do so. Now we move forward with listing out the Problem, the Solutions, the Costs, and Next Steps in a single document.
We’ve negotiated terms and conditions, and agreed to these terms and conditions. The deal is now moved into a CLOSED WON status.
It is important for us, critical in fact, that we go back to the customer, and confirm that we did what we said we would do. We confirm that we delivered the solution, solved the problem, or are on the right track, and if we have not – take the time to fix things. Once solved, or fixed, ask your customer if they know of others who are struggling with solving the same problem. This is where we ask for a referral – either within their business or within their network.