The commercial or sales process is a systematization, through a series of steps that map and monitor all interactions of your prospects from the first point of engagement (becoming a lead) to the point of closing (becoming a customer).
Basically, controlling your sales means monitoring your team, implementing strategies and seeking to continuously improve results. The general objectives are the same for every company: to increase sales, win and retain more customers and thrive in the market.
Now, how do you take control of your process? Keep reading to find out!
First, the sales process refers to a systematization gambling data hong kong through steps that highlight user interactions. Each prospect's data is mapped from the moment they become a lead until they finally become a customer. With a defined sales process, it is much easier to control actions and move towards the pre-established objective. In other words, it is a very clear path that the prospect must follow until they become a customer. By working with a sales process, your company will not depend on luck to win new customers, so the path will be predictable and scalable.
The steps during a sales process are: prospecting, approach and presentation, negotiation, closing and after-sales. In prospecting , you must go after your potential client (prospect), regardless of the contact channel. In approach and presentation, you must approach the lead and present your product or service. There are several ways to do this, and the ideal one depends on the type of product or service you sell and the way in which the prospecting was carried out. Negotiation is the time to define prices, deadlines, etc. It must be strategic, and that is why it is important to pay attention to the way in which you communicate with the person.
At the closing stage , the customer should be given any additional information they need, such as delivery dates and shipping methods, and the agreement should be clarified in a summarized manner to avoid any doubts. Finally, after-sales service brings numerous benefits to a company: it builds customer loyalty, ensuring referrals and word-of-mouth advertising; it creates a sense of support for the customer, ensures a good relationship, increasing the chances of repurchasing; and it sets your company apart by adding value to your image.
Tips on how to take control of your sales process
Make a flow of your business process
The first step is to understand how the sales process and each stage work. Therefore, create a map of your company’s funnel flow to make your salespeople’s lives easier. This way, at the end of each stage of the flow, the next task can be performed much more clearly and quickly by the salesperson responsible. The sales funnel works as a “strategic map” of your sales process, detailing each stage and directing the actions that salespeople need to take. These are the typical phases that customers go through before closing the sale:
Top of the funnel: initial phase in which the consumer is still searching for information related to the company and becoming aware of their problem
Middle of the funnel: stage at which the visitor becomes a lead and shows interest in the company's solution
Bottom of the funnel: the moment when the lead is qualified and becomes a real sales opportunity. At each of these stages, salespeople need to take a different approach to advance the relationship with the customer and reach the point of maturity where the customer is ready to buy.