building a consistent sales process
A consistent sales process helps ensure a business remains efficient at the point of sale. Consistency helps improve accuracy and dependability as a sales channel grows. Creating a consistent sales process builds accurate data for analysis, which helps to make effective improvements for better results. Building a consistent sales process creates a strong, reputable and respectable brand.
building scalability on a consistent sales process
For organisations looking to grow it is important to implement a successful sales process in the early stages of the growth plan to ensure the model is equipped for increase in scalability. A consistent sales process will clearly define the repetitive steps needed to take a new lead through the required steps to be converted to a customer and make a sale. The sales process is the framework in which all sales people can learn and improve in order to be effective in their roles and to help improve the performance of a business.
sales process and sales methodology
To quickly understand sales process clearly it is appropriate to first define the difference between sales process and sales methodology. Sales process describes the steps taken in the customer journey to make a sale, whereas sales methodology explains the approach taken in each step to make that element successful. Sales process is the ‘what to do when’. Sales methodology is the ‘how to do each step’.
simple sales process steps
Here is a very quick and simple guide to the overall sales process steps of a stranger to happy customer.
Curiosity – the first step is to generate interest in the business, product of service
Visit – cause intrigue to take action to find out more
Explore – understand further features and benefits from the initial interest
Connect – take action to make contact between visitor and sales team
Engage – engage with prospect to build rapport and understand initial interest
Show – present or highlight the features and benefits to solve needs and requirements
Question – answer and resolve further questions, obstacles and concerns
Reassure – build on reputation and continue professional contact to build credibility
Sale – convert interests in to new customers and make the sale
Nurture – build on customer relationship to create brand advocates and repeat sales
Developing sales methodology within sales process helps to build a profitable and consistent sales effort that drives business growth. Understanding customer needs at the different steps in the sales process make significant differences to success at each stage.
A successful sales process requires a number of central factors to build consistency and drive a sustainable growth plan. First and foremost a consistent sales process will be powered by basic SMART objectives (specific, measurable, achievable, realistic, and timely). Consistent sales processes rely on predictability and repeatability in order to build scalability. To have an overall success the sales process must look to align the journey between customer needs and business goals.
improving your business sales process
One of the starting places when looking to make improvements to the sales process is to map out the different steps within the business sales process and then analyse the different methodologies used at each stage. The steps of the sales process should align both to the desired customer journey within the industry or market the business operates.
Furthermore the steps of the sales process should also be perfectly suited to the overall message and goals of the business strategy. Misalignment through the steps of the sales process will create missed opportunities and revenue losses. A poor sales process can also have an overall detrimental effect on brand recognition and reputation.
A consistent sales process will keep business objectives moving in the right direction, ensure there is minimum opportunity waste and make sure business resource is at optimal use. Understanding the buying likes and dislikes of a customer throughout the sales process will help to refine the steps to ensure maximum conversion and success. Developing a professional knowledge-driven and personalised approach to the sales process will improve brand reputation whilst also providing the necessary assurance to potential customers before they commit to sale.
help to build a consistent sales process
We hope this article was helpful. If you are a UK business owner looking for sales advice and marketing support please feel free to get in contact. Alternatively why not take some time to read more of our sales and marketing articles.