Sales process

A sales process is a predetermined, defined sequence of steps taken to turn a potential lead into a
customer. It encompasses every step of the potential customer’s sales journey, from initial contact to
the closed deal. Every organization that sells a product or service can benefit from defining its sales
processWhile there are many ways to build your own, here are the steps it’ll usually follow:

● Lead Generation This stage of the process covers all the different methods your organization finds
leads — potential customers.
● Lead Qualification: How do you make sure a lead has a good chance of converting? How do you
get them ready for an initial conversation with your sales team? Usually, this step will involve
marketing content.
● Approach: How does your sales team initially contact a potential customer?
● Presentation: This step covers your sales team’s initial pitch to a lead. Creating collateral and
slide decks would be an example of an initiative supporting this step of the sales process.
● Negotiation: Research into a customer’s potential objections and drafting common responses are
covered by this step.
● Closing: What’s involved in closing a potential deal? Maybe a security review needs to happen or
an external team has to take care of drafting the contract.
● Follow-up: The sales process does not end when you successfully close a deal. What can your
sales team do to prevent their newest customer from becoming an ex-customer? Better yet, is
there a referral process to turn one new customer into many?
● Lead Generation This stage of the process covers all the different methods your organization finds leads — potential customers.
Host an Event
Lead generation strategies can happen online and off.
Host an in-person or online event to attract and serve
your target market while capturing their contact
information via event registration. Also, use live
events as opportunities to connect with customers in
real time so that you can answer questions, respond
to objections, learn about your audience, and actively
guide prospects through the sales funnel. A few event
options to consider are:
● Webinar
● Workshop
● Seminar
● Meetup
● Conference
Example: Content Marketing Institute regularly hosts
both live and pre-recorded content marketing
webinars to generate leads from their ideal prospects.
Leverage Chatbot Conversations
As a busy marketer, you won’t always have the time and effort to
dedicate to lead generation — so why not get some help?
Chatbots can be a great lead generation tool. The technology is
excellent for building rapport with prospects since chatbots are
available 24/7. Set them up to match your brand personality so
they function as automated extensions of your marketing and
sales team.
Example: Want to see an effective lead generation chatbot in
action? Check out the bot created by The Bot Lab.
The user begins by interacting with the The Bot Lab chatbot to get
more information about what chatbots actually do. Only after the
chatbot has provided the user value (via information) do they ask
to set up a meeting to talk further.
Create Gated Content
Gated content is online material only accessible to
users once they fill out a form. Unlike normal blog
posts or landing pages, the content is “locked.”
Audiences must complete a lead capture form to
access the content. This lead generation strategy is
effective because it gives the audience something of
value for free while attracting high-quality leads
interested in topics related to your brand or offerings.
Gated content assets often include:
● White papers
● E-books
● Guides
● Reports
● Courses
● Worksheets
● Online tools
Example: HubSpot, a content marketing software
suite, has a dedicated resource section on their
website. It includes dozens of gated content assets
that users can access once they fill out a lead capture
form.
● Lead Qualification: How do you make sure a lead has a good chance of converting? How do you get them ready for an initial
conversation with your sales team? Usually, this step will involve marketing content.
Qualify in the sales process as early as
possible
Before you even reach out to the prospects in the
first place try to do a little qualification process
first,
Look them up on linkedin, check their instagram see
what their facebook page looks like, do they have a
website , what is their website even look like
For ex: who do you think gonna be more valuable
leads for my services if i sell for people trying to
invest in their business a person that i see thats just
in a totally free group on facebook or a person i see
that’s also member of a group that that i paid
$10000 to join and i see them posting every single
day. The lead in free facebook group i know nothing
about and they’ve shown me no commitments what
so ever where the lead in the paid facebook group
that’s also a part of the program that i am in will at
least shows that they are willing to invest. So that
one would be better lead to reach out even in first
place
Adding some qualification question to
sales calendar:
Most people understand the value of time but most
people don't do anything about it. Adding these
qualification questions will add hundreds of hours of
the lifetime of your business and also save time with
unqualified prospects so they can go out and do better
things.Asking really simple questions like
What's your current monthly revenue
Are you willing to invest in the growth of your business
Asking questions will give you hyper focused on ideal prospectsIf
someone disqualifies themselves through the booking process on
your calendar you can either just have it automatically not allow
them to book or you could just have like what most companies do
with their client, have their virtual assistant go in there read the
application and cancel the people that they know aren't gonna be
a good fit
Set up Discovery call and
Inundate your prospects
It is a really simple way to start the rapport building
process with your prospects and engage the level of
urgency with their problem and also see how truthful
or how accurate the application they submitted to you
results in authentic lead qualification.
After someone booking a time on your calendar for discovery
or demonstration, you want to be sure to send them content
that's relevant to their current position or problems or current
pains that will show you as the authority or the person that's
going to solve that problem for them. This will significantly
increase the probability of them showing up for that call as
well as pre-sell them on you and your company. A really good
piece of content can actually convince someone that they are
not a good fit for your product or service and they can cancel
the appointment or that they really need what you have to
offer and either one of those will be win win because it going
to get you to your target client.
 ● Approach: How does your sales team initially contact a potential customer.Approach is how to fulfill the needs of a qualified lead in the best
possible way.
Free Trails
Comparison Approach
Connection The Hard seller
The sales people who use this
During the approach stage of the selling process, you’ll A free trial of your product or service approach use more logic than Approach
make your first personal connection with your prospect or can be a win-win for both your emotions. They try to get the
customer to buy by displaying a The salesmen using the hard
prospects. This step involves getting the potential buyer or company and your potential
great knowledge of the product selling approach often scare the
client to interact with you by personalizing your meeting or
customers. You get a chance to customer into buying a
otherwise establishing rapport over phone calls emails etc category and why and how his
etc. Ask questions to get the client involved in the show them what your product or product better than that of a product.Example can be of
conversation. service can do, and they get to try insurance in which hard seller
competitor.Let us take an
sales approach is used.
before they buy without any risk. example of a phone. The
Example: For instance, if you sell skincare products or sales person explains the
services, you might ask:
logical features of phone to
● Do you currently have a daily skincare routine? You can also offer a gift, such as $10 off convince the customer by
● Is there anything about your daily skin regimen the first service or a sample of the comparing to similar phones
that you’re unhappy with?
● What are your top skin complaints? product so your prospect can experience and competitors.
● Have you heard about the skin benefits of our the benefits firsthand before making a
specific product or service? greater investment. This also helps to
confirm confidence in what you’re selling.
 ● Presentation: This step covers your sales team’s initial pitch to a lead. Creating collateral and slide decks would be an example of an initiative
supporting this step of the sales process.
FAQS in website
Frequently asked question (FAQ) pages (or hubs)
help your business respond to the needs of
your audience more quickly and appropriately.
An effective FAQ resource can educate, inform,
and guide the user in a natural way through your
website's content and toward the goals and end
results you have set.Ex:Amazon/flipkart/myntra
Webinar
It is an online seminar that turns a presentation Attractive Video Display
into a real-time conversation from anywhere in the
world. Webinars allow large groups of participants
to engage in online discussions or training events
and share audio, documents or slides – even when Attractive Video Display describing the product features
they’re not in the same place as the meeting host
or in the same room where the event or
on the website or at the store or Billboards. Product
presentation is taking place. Webinars give us
displays are so important in grabbing the attention of
the opportunity to teach our leads and help
them understand why our product is shoppers. With a well-designed POP display, you can
valuable in the first place. Webinars will
allow your audience to place a name with a easily showcase your product's most notable features and
face and a voice with a name. They allow catch your customers' attention. As shoppers walk around
you to build personal relationships and have
real-time conversations.Just short of a store, they can get lost in a fog of products.Ex T
visiting your prospect in person or jumping
on a personal phone call, webinars are the mobile billboard at Times Square.
best way to build personal relationships
with your leads. For Example Edutech
Comapnies Conduct Free webinars for
freshly passed 10th 12th students
which push them to buy their services
 ● Negotiation: Research into a customer’s potential objections and drafting common responses are covered by this stepNegotiation is a strategic
process of arriving at an agreement by two or more individuals, teams, or groups. It is defined as ‘an interpersonal decision-making process necessary
whenever we cannot achieve our objectives single-handedly.’
DISTRIBUTIVE NEGOTIATION
Distributive negotiation is when
two parties bargain over a single
product or issue, such as price.
For example, negotiating with a
dealer over the price of a
second-hand vehicle or
bargaining with a vendor at
OLX/Quikr. Here, one party wins
and the other has to take a step
back and suffers a loss. Your
success eventually depends on
your distributive negotiation
skills.
Integrative Negotiation
Parties cooperate to achieve maximize benefits by
integrating interests
Both parties involved in negotiation process jointly
look at the problem, try to search for alternatives
and try to evaluate them and reach a mutually
acceptable decision or solution.
• Win-Win Situation
In this example, a Local furniture vendor says the
lowest price they will offer a company for five
chairs is $3,000, but the customer says the highest
they will pay is $2,800. The client convinces the
vendor to lower the price to $2,900, and both
parties compromise by giving up their original price
to make a deal.
Positional Negotiation
Positional Negotiation is a negotiation
strategy that involves holding on to a
fixed idea, or position, of what you want
and arguing for it and it alone,
regardless of any underlying interests.
For Example
''I'd say this Watch is worth, oh, $5,000.''
''You think I just give these away? There's no way
I'd sell it for less than $25,000.''
''Well, I could give as much as $7,000.''
While the example may seem a little extreme, it
shows the process of positional Negotiation,
which means that both parties hold on to a fixed
notion: buying and/or selling the Watch
Eventually these two individuals will agree on
price, somewhere in between the two extremes.
In this case, the position of the bargain is the
price of the car.
 ● Closing: What’s involved in closing a potential deal? Maybe a security review needs to happen or an external team has to take care of drafting the
contract.
Soft Closes
The soft close is a way to show your prospect the
benefit of your product and then ask a low-impact
question to ascertain whether they'd be open to
learning more.
Soft close techniques such as 'If you spend
another $100,000, you will receive an
additional 10% off the entire order' were
rated most effective. A soft close is based on
a suggestion that leads buyers to believe
they are acting of their own free will, when in
fact they have been directed to follow an
action
Now or Never Closes
Summary Closes
Salespeople who use this closing technique reiterate the
This is where salespeople make an offer that includes a
items the customer is hopefully purchasing (stressing the
special benefit that prompts immediate purchase.
value and benefits) in an effort to get the prospect to sign.
For example:
For example:
“So we have the Centrifab washing machine with brushless
motor, the 10-year comprehensive guarantee, and our free
“This is the last one at this price.”
"We’ve got a 20% discount just for customers who delivery and installation service. When would be a good time
sign up today.” to deliver?”
“If you commit to buy now, I can fast track you to
By summarizing previously agreed-upon points into one
the front of the implementation queue.”
impressive package, you're helping prospects visualize what
they're truly getting out of the deal.
This technique works because it creates a sense of urgency
and can help overcome inertia when a prospect wants to buy
— but for some reason isn't pulling the trigger. It's also a tried
and true method for closing a sale over the phone because
you have the person's undivided attention in real-time. Of
course, you should always establish value before offering a
discount or promotion.
● Follow-up: The sales process does not end when you successfully close a deal. What can your sales team do to prevent their newest customer
from becoming an ex-customer? Better yet, is there a referral process to turn one new customer into many?
Send a note to say thank you
“Abercombie & Fitch” sends “WE ARE
HONOURED” emails. Others say it with a card
they enclose with the invoice. Whatever your
method, it’s important to say thanks after
making a sale as part of making it a good
experience for your client.
You can include messages such as “We are here
for you” in your thank you note. Also make sure
the note contains contact details and the name
of a person who can be reached in case the
client has an issue or question. Ideally, that
person should be the account manager or
salesperson who handled the transaction since
that is the employee the client knows and trusts.
Check in
It’s a good strategy to call clients a week or two
after the sale and find out how everything is
going. Are they happy with their purchase?
How was the service they received? Do they
have any questions? But don’t overdo it. The
customer’s time is precious. Especially, avoid
trying to make a sale at this stage. Instead,
listen to your customer’s needs and opinions,
and try to resolve any issue they might
have.For Example Banks Checks in with their
customer.
Ask for referrals
Happy customers will refer you
other customers. When a
recommendation comes from
someone who has actually used
your services, it has an extra layer
of credibility and trust. Delighted
clients make the best advocates
because third-party claims of
excellence carry more weight than
self-promotion. For the most part,
customers are willing to refer
because they know how important
referrals are and people like to
help.Ex: Flipkart Referral
THANK YOU!!!