The Sales Process
Here are a couple of points to consider when you are inducting new salespeople to the team.
Ensure each new team member gets a personal introduction to the team, and is introduced to the team and company culture
They should learn the Teams system and processes, reporting process, and know the rationale for them all.
A Buddy system works well, and it encourages them to ask for help.
Consider deploying your newest team member as a buddy. They have fresh eyes, and recent memories of the experience of being new. This will make them a good buddy, with a fresh approach, and they will remember what information is useful. Also, it helps that person to consolidate their knowledge.
As mentioned before, we have modules that will enable your sales staff to develop their presentation. I recommend new team members work through ALL the lessons in this section.
They then need to practise their presentation, and learn to sell to each other, peers, colleagues, friends and family.
Encourage them to sell themselves as well as the product, and to know the ins and outs of the business. Get them to talk to any new person they meet, and tell them about your product. This is the best way to work out the right language to use, and find out what resonates with people. They need to be gaining an understanding of the products’ value, why people should want it, and the benefits of your company to the client.
Then it’s time for them to get in front of clients again, ideally shadowed by a Senior successful member of the Team who can give them feedback on their performance. But as with all Sales, the best feedback is the results, the performance figures.
The Sales process
It is critical for any sales person to be aware of the sales process. This knowledge leads to a positive attitude toward the client and a commitment to the separate sales steps, which are important building blocks in a successful process. Understanding and using an effective sales strategy is directly related to success in sales.
The first step of any sales system is qualifying clients. This involves identifying prospects, gathering detailed background information to ensure they are capable of making the purchase – they have the authority, the money, the need for the product.
Then a strategy for the sale should be developed.
Creating first impressions, greeting the client. The salesperson can demonstrate their sincere interest in the prospect or client. They will try to establish a rapport, find some common ground, gain acceptance, trust and develop a mutual respect. It is the first phase of face-to-face selling.
The questioning that establishes the clients wants and needs. This enables the salesperson to identify what the best solution is for the client, and position the appropriate product accordingly. It allows the client to understand that this is the best solution for them, and to ask any questions they may have.
The proposal that the salesperson makes, presents the product in such a way that it demonstrably fits the stated wants and needs of the client.
Influencing and confirmation enables the salesperson to build value and overcome any objections. This phase consolidates the clients’ belief in the product or service as well as in the salesperson.
Some salespeople believe that the more objections a client raises, the less their interest and the lower the likelihood of them buying. Successful salespeople welcome objections, because as they answer them, they can demonstrate how well the product fits the client’s needs. The fact that the client bothers to ask the question shows that they are still interested. At least they haven’t said no!
Closing is the final phase of any selling system. It is asking the client to buy, dealing with any further objections, handling any negotiation and completing the transaction and paperwork
Following a well-structured plan enables the salesperson to complete each stage in the process and lead the client through the process to the conclusion that the product answers their needs. The process ensures that important steps are not missed out.