It’s not news that consumer behavior is always changing. New technologies have shown new potential customers on different engagement platforms. And to reach them, you must promote a structured sales path.
New practices also require new ways of offering services and products. In order for your company not to be left behind, you need to update your sales process. So stay tuned for today’s blog and we’ll tell you everything you need to know about how to create a sales process and 5 steps to convert the customer into a lead. Follow!
What is the sales process?
The sales process is a methodology consisting of strategic steps used by the sales team to convert prospects into customers. The purpose of the sales script is to actually complete the purchase. In this way, it needs to be clear, objective and practical, so that everyone on the team can, at any time, achieve success through this method. In addition, it should contain a guide on solving customer problems so that their buying journey is excellent.
The path between the customer getting to know the company and making the decision to purchase the product or service must be concise, regardless of whether your company has 4, 5 or 9 steps in the sales process. The focus should be on the technique of how to create a sales process and place the customer and their needs at the center of the service.
Read more: How to create a persona in 3 steps
How to create a sales process?
There are some easy concepts to remember for building a sales process. It needs to work in a scalable, measurable, teachable and replicable way. In line with this thought, we have separated 5 steps for you to learn how to create a sales process for your company specializing in conversion.
5 steps to conversion
The first step is to prepare the research about who your customer is and about the product or service you are going to offer. It is also important to research your competitors, the problems that consumers usually report and what leads them to close a deal with your company.
Define an ideal customer profile and build an information base with prospects based on it. You can find potential customers on social media, events, CRM databases. When prospecting, remember to pay attention to the customer’s needs that will be met with your product or service.
3- Assess customer needs
As mentioned in the previous step, this is a very important step. Because it’s in the customer’s pain that you work bringing the solution. In this assessment, you end up getting to know the customer’s real needs in depth and start to work out how to show him that you
In this part, you present your product or service based on the previous step. What does your customer need? Your product or service will solve all his problems. Also called “pitch”, it is a valuable resource as it is a unique moment to beat the competition by showing all the best that your company has to offer.
This is where the sale takes place. There may be objections on the way, so you have to learn to overcome them. Think from the customer’s point of view to understand their situation. This empathy puts your service in a greater connection with the customer, who will be able to make the purchase.
If there is no obstacle, by sending a proposal or quote, you can close your sale quietly.
Count on ASB Marketing to increase your sales
If you want to implement demand generation strategies in your business, it is of paramount importance to start with planning.
In this scenario, understand your audience, online behavior, preferences and, especially, make an analysis of your competitors and current demands of the market.
Then understand how your sales process works and what characteristics need to be changed to meet your ideal customer profile.
In addition, it is essential to keep in mind that demand generation does not only occur by paid media, on the contrary, inbound marketing actions (attraction marketing) and demand generation generate very advantageous results for organizations when well employed.
Finally, you can count on an experienced marketing and sales company to support the implementation of these strategies, such as ASB Marketing.
With the best innovative methodologies and tools, ASB Marketing finds its ideal customer and qualifies them through fully automated and personalized email cadence.
When the lead arrives at the purchase decision phase, we only passed on to your commercial team to close the negotiation. With this, we guarantee increased sales, reduction of trade cycle, cost optimization and support in long -term business expansion.
Do you want to know more? Go now and see how ASB Marketing can help your business!