And how each 7 step sales process will help you to close more business
One thing that I get asked about a lot, is “What’s the sales process and how can I improve mine?”. The other topic I get asked a lot is “Do you think women are better at selling than men?”. Not wanting to start World War 3 just yet, I shall focus on the former. I also believe that there should be not one, but two different 7 Step Sales Process Flows in every business.
One is your customer facing 7 step sales process, whilst the other is your 7 step sales opportunity process flow, or sales pipeline. How you communicate with a client is important, but it is essential to know how you communicate any sales opportunity to other functions in your business.
No matter if you employ a hundred sales people, or you’re a solo entrepreneur, implementing a customer facing sales process alongside your internal sales work flow is essential to the success of any business.
Do you really need two sales processes?
You will make money with just the one, but when you get your two sales process working closely together then that is when your business will really skyrocket.
What is in each 7 Step Sales Process
The Customer Facing Sales Process
Each step of the customer facing sales process is designed to not only close the business, but ensure that you are in the best position possible to get paid and win regular business off that new client.
This is a cyclical process starting off with the preparation phase and moving through each step to the follow up. Except for the first step, the sales process directly interacts with the prospect or client.
To learn how to effectively implement a winning customer facing sales process then get my book now and start selling more successfully in just 9 Days.
The Sales Opportunity Process
Better known as your sales opportunity pipeline, this process describes how you handle an sales opportunity in your business. You will notice that this too is a 7 step sales process, however it is usually visualised an inverted pyramid rather than a cycle.
It is important to remember that this process is not about the customer, but always about the opportunity. This is why the process ends when the opportunity has become a sale and gone into delivery. You could have several different opportunities for one client all at different stages of the process, so using the pipeline correctly will ensure you are on top of every sales opportunity all the time.
When you bring the customer facing sales process and the sales opportunity process together, you will find that your sales KPI’s (Key Performance Indicators) will dramatically improve as well as your earnings.
If you are struggling to make sense of your face to face sales process then get access to my free sales process planner. This one document will ensure you have a very clear idea of what you need to do improve your sales process and make more money. Designed especially so you can really love sales!
Really nice to see this laid out in a graphical format. I call step 7 in the sales opportunity process ‘Providing service’ and that is the link to follow up in the customer facing process, which in turn takes you back up to the questioning phase to see if there is anything else you can provide.
Golde info as always Susan
Exactly Mike. Joining the two processes together is essential for continued success. Thank you I am so pleased you like it!