Business models are incomplete without sales as it is one of the most crucial functions for any organization. Sales and Business Development Teams tend to play an important role in converting potential prospects into happy and paying customers eventually contributing to the business revenue and growth. The job of a Sales Representative comes with various challenges. Due to the diverse nature of prospects, a salesperson has to wear multiple hats in order to close deals. They have to be flexible, creative, and adaptable because each customer comes with their own set of needs.
As Sales are excessively dynamic in nature, a well-defined sales process is the basic requirement for closing more deals.
First let’s define the Sales Process and then dive into the deeper details.
Sales Process
A Sales Process can be defined as a set of clear and repeatable steps that assists the sales team in moving a potential prospect down the sales pipeline and converting it to a closed lead. It helps sales reps in locking deals more effectively as they have a well-defined framework to follow.
Sales Process Steps
The standard sales process evolves from identifying potential customers to gathering feedback and fostering a strong customer relationship. We can divide the sales process into the following steps:
1 - Connect: Identifying The Decision-Makers
This initial stage is all about establishing a connection with the prospect. Here, the focus is on understanding their role within the organization and evaluating their influence on the final buying decision. You need to identify the key decision-makers and alter your approach accordingly. Effective communication and relationship building are key to piquing their interest and moving them down the funnel.
Action Steps
- Identify and understand prospect’s role in the organization
- Look into their specific business goals and challenges
- Identify compelling reason to change and/or specific pain/opportunity
- Create a deal in HubSpot and assign it to the specified Deal Owner
2 - Discovery: Unveiling Needs And Goals
Having made a connection, the next step is to delve deeper into the prospect's business. This is the discovery stage, where you gather essential information about their business model, goals, pain points, and decision-making process. Understanding their challenges allows you to set up your solution according to their specific needs. Here, active listening and insightful questions are essential for uncovering client’s true requirements.
Action Steps
- Conduct thorough discovery calls
- Get a detailed understanding of client requirements
- Identify all influencers and decision-makers throughout the organization
- Identify the timeline and investment
3 - Solution Demo: Showcasing The Path Forward
With a clear understanding of the prospect's needs, you can now showcase how your solution addresses their pain points and helps them achieve their goals. This is the solution demo stage, where you present a compelling proposal outlining the specific benefits and value offered by your product or service. This stage may also involve re-evaluating their decision-making process to ensure that your approach aligns with their buying journey.
Action Steps
- Tailor the demo to directly address the prospect's needs from your discovery
- Answer any and every question during the demo
- Ask the prospect to re-evaluate your proposal and provide feedback
- Discuss about the offering you are moving forward with
4 - Business Consideration: Finalizing The Technical Details
If the prospect is impressed with your solution, they'll likely move on to the business consideration stage. This is where you delve into the technical aspects of the project and finalize all the details. This could involve discussions on features, functionalities, integration with existing systems, and implementation timelines. Open communication and addressing any remaining concerns are crucial here.
Action Steps
- Outline a path towards locking the deal with the prospect
- Proactively anticipate any objections
- Develop a mutually agreed action plan
5 - Pricing & Terms: Securing Agreement
Once the technical details are sorted out, it's time to discuss pricing and contract terms. This is where you present your pricing structure, payment schedule, and project timeline. Negotiating on mutually agreeable terms is key in this stage. If the financial and legal aspects align with both parties' expectations, a move towards finalization is very likely
Action Steps
- First and foremost, finalize every outstanding terms
- Collaborate with the prospect to outline a clear path to closure, including milestones
- Set up the project timeline
6 - Closed Won: Sealing The Deal
Congratulations! You've reached the stage where the deal is finalized – the "closed won" stage. You've successfully navigated the sales funnel, secured a contract, and are ready to embark on the project. This is an excellent opportunity to secure the relationship and set the stage for a long-term, successful partnership. Don't forget to leverage this positive outcome to request referrals or explore upselling opportunities
Action Steps
- Create a detailed onboarding plan tailored to the client's specific needs
- Encourage satisfied clients to provide referrals or testimonials
- Develop a system for tracking project progress
7 – Closed Lost & Unresponsive Leads: Learning & Moving Forward
Not every interaction will lead to a closed win. Sometimes, despite your best efforts, deals might fall through – these come under the "closed lost" category. Analyzing the reasons behind lost deals can provide valuable insights for improvement. Additionally, you might encounter unresponsive leads who remain silent after initial contact. While these don't progress through the funnel, understanding why can help refine your prospecting strategies as well.
Action Steps
- Conduct a thorough review of why the deal was lost
- If possible, get feedback from the prospect for improvement
At this point, most of you would question that every prospect is different than how a sales process would prove helpful.
The Ultimate Significance Of Sales Process
By following a framework, you will know exactly what to do while dealing with a potential prospect. This will eventually increase your chance of converting prospects into satisfied customers. We all agree on the fact that sales are never consistent and each prospect comes up with a distinct mindset but a sales process will guide you pave your way towards a successfully closed deal.
