5 Steps to Sales – Which Should You Focus Most On?

Sales are one of the most important components in business. If you don’t sell, you don’t make money. Successful selling does not happen by chance, it needs to be planned and executed correctly. You need to have a sales process in place.

What does the best-in-class sales process look like? And what is the most important part of the sales process?

The road to sale: Steps to take

‘Sales process’ refers to a series of steps to be taken to lead a customer from the initial contact until the sale is closed. Understanding these steps and how they can improve our sales process is essential to our success.

While the process of selling is complex, it can be simplified to five key steps. By doing this, you also compress the time it takes to sell – and we all know that time is high on the list of priorities of all buyers.

By following these five steps, you’ll cover every aspect that you need to cover – though you will need to customize your approach to your ideal customer, the product, or service you’re selling, and the market you are selling in.

  1. Break the ice

The first step in the sales process is to break the ice. This means you need to meet your customer, introduce yourself and build rapport with them. This can be done by asking questions and establishing common ground.

These first impressions are an important part of the sales process. It is crucial that you make a good impression on your potential client. Remember to keep your body language open and inviting; this will help you come across as more confident and trustworthy. 

  1. Discover wants and needs – The probe

A client wants to buy a product or service. That’s why they have agreed to meet with you. The customer has a need but is not committed to your solution just yet. You must probe to learn what the customer’s problem is before you can present a solution.

You must ask questions, employ effective listening, and take notes so that you can build a sense of what matters most to them – their pain points, long-term goals, an anticipated timeline for purchase, budget constraints, etc. Effective fact-finding allows you to get an understanding of what they are looking for now and in the future.

  1. Product/service selection

Knowing the customer’s wants and needs, you can now select a product or service from your inventory that does three things:

  1. Solves the customer’s problem and adds value to their business/life

  2. Meets their budget requirements (is affordable for them)

  3. Can be delivered in a reasonable time frame

Once you have selected the offer you will make, you can move to the next step.

  1. Make a proposal

It can be tempting for salespeople to play it safe by only making suggestions, but that way they do not engage with their customers which can lead to missed opportunities.

You know what problem the customer needs to be solved. You know your product or service will solve it. So, make a proposal even if the customer is not ready. It sets them thinking and makes them hungry to hear more.

  1. Close the deal

Closing is not the same as selling. Closing is a very specific and deliberate action to get the customer to take action. It’s not about convincing them that they should buy, but rather leading them to believe they are accessing a solution.

When a salesperson needs to close the deal, they must overcome objections and reiterate the benefits and value of their product. They also need to create a sense of urgency when they’re in the process of making a sale.

And the most important part of the sales process is…

Understanding customer needs is the most important thing when it comes to sales. Because you can’t sell anything if you don’t know what the customer wants. For example, a customer might want a website about their business that is responsive and looks good on any device – but they don’t know how to create one themselves. In this case, it’s our responsibility as website developers to educate them about what they can do, and demonstrate how we can help them meet their needs in the best way possible.

Only when you have a deep understanding of your customers’ wants and needs will you be able to sell them on the benefits of your product or service (the proposal). You’ll be able to answer any questions a customer might have before they ask them. That’s going to make objection handling and closing far easier.

There’s no doubt that the best salespeople are those who take the time to learn about their customers’ needs and then propose something that will meet those needs with confidence and enthusiasm.

So, my advice is to get great at probing your customer to understand what their problem is and show how you can solve it. For tips on how to be great at discovering your customers’ wants and needs, you can always touch base with me.

Publish Date: 9/30/2021 12:00:00 AM
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5 Steps to Sales – Which Should You Focus Most On?
Sales are one of the most important components in business. If you don’t sell, you don’t make money. Successful selling does not happen by chance, it needs to be planned and executed correctly. You need to have a sales process in place.
What does the best-in-class sales process look like? And what is the most important part of the sales process?
The road to sale: Steps to take
‘Sales process’ refers to a series …

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