Do you try to sell something, and you have not succeeded to convince the potential customer to make a decision for buying? How much is the success rate of your sales process?
Trying and closed sales are different things as a result from your sales process.
Closed sale and many repeated sales are different things as a result from your sales process
What would you like?
The logical sequence that is commonly used by entrepreneurs is the following:
- Try to sell something,
- failure or success and
- repeat the sales process if they succeed in the previous step.
In such a process, if you have a success rate of 10% from trying to sell to closed sale, with 10 attempts you will realize one sale. Therefore, logically, entrepreneurs constantly try to find ways to increase their potential customers in order to increase closed sales. So, if instead of 10 attempts, you do 20 attempts, you will generate two sales and so on.
However, time and resources will not allow you to increase such efforts to infinity. On the other hand, all your unsuccessful attempts will be lost for a longer time in the future.
What would be if all of your sales processes attempts you can convert into successful sales? It is a goal that you should try to achieve.
In this post, I will present 10 steps that can help you.
#1 Collect enough data for the potential customers you plan to contact.
Do not start trying to sell something to someone without having enough information about them. Yes, your sales process will need to start with the right information.
What approach you will apply? How you will start? Where you will make the attempt to sell? What you will talk to your potential customers? What you will need to listen to them?
All of these questions are something that you need to answer before you start. Today, it is easy to get complete knowledge about potential customers.
#2 Dig deeper into their problems, needs and frustrations.
All the information that you collect you will need to transfer into the right group of major problems, needs, and frustrations of the potential customer.
However, you want to solve a real problem. You want to meet an existent need, and normally you want to help them overcome their frustration.
#3 Find all possible emotional triggers that will encourage them to make a positive decision at the end of your sales process.
Everyone has emotions, and all those emotions have a meaningful impact on your decisions in a certain period of time.
It is good to try to discover as much as possible emotional triggers that you will simply use in the further sales process. They will give you extra power to succeed when you are trying to sell to the potential customer.
#4 Analyze the possible places where the potential customer wants to be.
You can’t sell without the knowledge about where are the potential customers, and you are not there.
Sometimes you will need more than one contact, more appointments, more informal meetings, more informal talking… Because of that, you will need to know where are they. You are a fisherman who knows the places where most of the fish are biting. Use this knowledge in your favor.
#5 Make a plan for potential contacts you will make through your sales process.
Everything you’ve done, until now, means that you have enough information to prepare a plan for potential contacts with the prospects. But you don’t like any plan. You want a plan that will guarantee 100% success.
Perhaps you can’t succeed with the first contact. However, your job here is to provide lifelong customers for your business.
#6 Prepare a strategy with which you will start your sales process.
How you will start?
Whether you will start immediately with the presentation of the products or services, or you will try to become more friendly and receive additional information regarding the prospects?
#7 Make sure that you can help them.
It is not everything in your products or services because the approach that I describe here involves a much deeper relationship than simple relationships as customers and sellers.
Therefore, for any potential customer, first find how you can help them.
#8 Translate your offer into the solution to their problems.
Here in the eighth step, you must translate your offer in one or more solutions with clearly defined benefits to potential customers.
Remember that presenting a solution to the real problem is much more successful than just trying to sell something.
#9 Present your offer.
Once you know what you need to know, and you already have built a certain relationship with the potential customer you can move to the presenting of your offer/solution.
#10 Immediately, after the presentation, you need to agree with potential customers about the next steps.
The presentation does not mean the end of your sales process. You desire even stronger relationships and more sales in the future.
Do not leave the process on the accident level, immediately define the next steps.