Question

Describe the sales process as a series of interrelated steps  

Answer 1

Sale process
Sales process rafers the set of repeatable steps that a sales representatives takes to take prospective customers from the early stage of awareness to the closing of sales.
Sales process steps:
1. Initial contact and Rapport building
2. Discovery of needs
3. Offer a solution
4. Handle objections and close the sale
5. Follow up.

• Initial contact and rapport building
During this initial contest sales representative must start by introducing themselves.
Once the sales person introduced himselves its good to build rapport with prospective customers. Establish mutual interest by initiating genuine and positive conversation. This may make customers more comfortable and more willing to disclose their needs and wants.
• Discovery of needs
In this stage sales person should try to discover and identify prospects needs. Representative needs to prepare a standard set of questions to ask to prospective customers.
This will help them to be more professional to customers. Questions to ask must be open ended to encourage the customer to talk. Representative should try to listen more than they speak at this stage in the sales process. The aim is to gain a good understanding about the situation of prospects and motivating them to purchase your product or service.
• Offer a solution
This is the time to clearly communicate a solution according to the need of prospects. This can be accomplished effectively by connecting the potential customers needs and interest with the corresponding features and benefits of your product. This stage of sales process will provide additional contest and facilitate better quality presentation or demonstration of the products you are offering. Sales person should be able to make note of any specific benefit in which the prospect is most enthusiast about.
Handle objections and close the sale
When the solution has been presented to the potential customer, usually they may ask questions or concerns. There may be objections from customer side for any given offering. Sales person should be able to address the objections in most effective way. When all the objections or concerns of the of prospects are solved, it is the time to close the sale. In this stage customers commit to purchase or may stop the process.
This is the most important stage in sales process. This stage will work better only if the previous steps have been completed properly and in order.
• Follow up
You must ensure that your representative stay in touch with customers to make sure any installation goes perfectly. Follow-up also helps to ensure that the product or service is functioning to their satisfaction.
Making customer happy leads to purchasing of more and more products or services and repeat business.
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