The sales process is full of twisty paths, unexpected turns, and uphill climbs. Salesforce sales teams go through these challenges on a daily basis, so they came up with the steps they need to take to make their prospects a brand advocate.
Steps of the Sales Process
- Contact Leads
Do your research first before starting your sales journey. Make sure you understand the business model of your prospects, their pain points, and the challenges that they may possibly encounter in the future.
Educate your prospect as they may not know your business. Show them the gap that you can fill. You can use this as a foundation to create your vision and establish how you can work together.
- Qualify Leads
Before diving into what you do, ask your prospect if they can tell you what is important to them, what they need, and what they are looking to get from the conversation. This sets a compelling precedent.
- Provide Value
In your presentation, show them specifically how you can provide value and work all together to attain their goals. You need to use the power of your team. Examine the data, look into testimonials or effective content-like case studies, and show them that you can fit into each other’s vision.
- Handle Objections
When your prospect objects, this is an opportunity for you to learn more about their needs. Let them explain their concerns. Ask a lot of question to understand the cause of the problem.
- Structure the Deal
Arranging a deal that makes both parties happy means taking your prospect into account while also holding your ground.
- Finalize the Proposal
As the end of negotiations gets closer, your prospect may express a negative sentiment. This is why it is important to rely on the relationship you have built and the research you have done along the way. Use your tools to emphasize what you can offer.
- Close and Keep Commitments
Sales team track their customer satisfaction as the bottom line of your company depends on ongoing and repeat business deals. Make sure that all your resources and the time you spent on a customer will not go to waste.
Reaching the Top
This information regarding the sales process comes from the thought leaders and sales teams of Salesforce. This aims for you to reach the top your new customers.