Sales Steps in the Sales Process

 

When you work in sales, you never know what each day will bring. With every new client, you have to adjust your methods, adapting your sales approach to ensure that you secure the results you’re looking for.

It may come as a surprise to you, then, that the basic steps in the sales process should always remain the same.

 

But the fact is, this consistency will help you be more effective within your role and will make you a more efficient employee.

In this article, we’ll explain how many steps are in the sales process, detailing what each step entails and explaining what the benefits are of following them.

 

To find out more and boost your revenue and conversion rates, read on!

 

 

Explaining the Step by Step Sales Process

At this stage, you might be wondering, what exactly is the sales process? In short, this term is used to describe the set of steps taken by a sales representative to make a successful sale.

The sales process always proceeds through each of the six steps outlined later in this article.

 

While a salesperson may need to adjust their approach when dealing with a particular customer, the structure of the sales process will always remain the same.

This helps guarantee consistent results and makes it easier to spot problems in your sales method.

 

The Benefits of Following Sales Process Steps

If you’re not yet convinced of the worth of following a set sales process, this section is for you! Below, we’ve compiled a list of some of the most compelling benefits of adhering to this sales method.

 

Some of the main benefits of sales management process steps include:

 

• Standardization of the sales process. When everyone follows a set procedure, it becomes easier to measure sales results and accurately predict future performance.

• Better results. Studies have shown that businesses using set sales planning process steps show higher performance and revenue than those that don’t.

• Removes stress from management. With a set of standardized sales steps in place, managers are free to attend to other areas of the business.

 

 

What Are the Steps of the Sales Process?

It’s clear, then, that incorporating a set of predetermined sales steps into your approach can boost your performance and that of your business as a whole.

But what are the sales process steps you should be thinking about?

 

Some people split the sales process up into five steps, others into seven or eight. But, for the purposes of this article, we have divided it into six.

In this section, we list the six steps of the sales process you should follow to place more sales and create happy customers.

 

The Six Steps of the Sales Process

 

1. Prospecting

It goes without saying that you can’t make any sales without first having people to sell to. So, with this in mind, what is the first step in the sales process?

If you work in sales, you’ve likely heard of it before.

 

Prospecting is the first step of this six-part sales process.

This involves identifying and chasing up promising leads, as well as investigating your potential client to see if they might need your service or product.

 

 

2. Qualifying Prospects

The next part of the six-step sales process is qualifying your prospects. This involves determining whether or not your prospect is customer material and whether they’re likely to show interest in what you have to offer.

When qualifying prospects, many salespeople use the BANT methodology. This helpful acronym stands for:

 

• Budget. Can the client afford your product or services?

• Authority. Is the person you’re speaking to the person in charge of making these decisions?

• Need. Does your prospect have a real need for your product? How can you help them?

• Timing. When does the prospect need a solution to their problem?

 

 

 

3. Researching Prospects

Hopefully, at this stage in the sales process, you’ve already done some amount of research into your prospect to figure out whether or not they qualify as a potential customer.

At this stage, however, you should do even more research, arming yourself with all the necessary information to be an effective sales representative.

 

A good salesperson will make use of the resources available to paint a full picture of their client, including details like:

 

• Their objectives.

• Their values.

• Their challenges.

• Their needs.

 

If at this stage you are lacking any of the above information, now is the time to rectify that.

 

4. Product Presentation

Next in our list of sales process steps is product presentation. This is your chance to make a lasting impression on your prospect.

If it goes well, you could even win yourself a lifelong customer.

When you have an upcoming pitch, the most important thing is to prepare, prepare, and prepare some more!

 

This is where all your research from before will come in handy.

To win over your prospect with your pitch, you must tailor your presentation to them specifically, being sure to highlight all the ways in which your product or service will serve their needs.

 

5. Handling Objections

No matter how perfectly your product matches your prospect’s requirements, and no matter how well you put that across during your presentation, you’re almost guaranteed to be faced with objections.

How you handle them can make all the difference between a successful sale and a lost opportunity.

 

The only way to resolve your prospect’s objections is to first understand what they are based on. That’s why the most important thing to remember when handling objections is to practice active listening.

Pay attention to what your prospect has to say, asking follow-up questions to make sure you’re getting the full picture.

 

 

6. The Close

Once you’ve given your presentation and dealt with any lingering concerns, you’ve finally made it to the last part of our six-step sales process: the close. In other words, it’s time for you to seal the deal!

Each client will require a different approach during this stage.

 

Some may be fully convinced of your product, eager and raring to go, in which case they may respond well to an assertive approach; others may still harbor a few reservations, meaning they will require a gentler touch.

 

Take your prospect’s feelings into consideration when trying to determine how to nudge them toward a sale.

 

 

 

The Steps to the Sales Process Pave the Way to Success

When you think of the sales industry, no doubt some of the first words to come to your mind are things like “creativity” and “ingenuity.”

Indeed, these qualities are essential in a successful sales representative. 

 

At the same time, however, dealing with clients can be trying and complex.

Sales process steps, when properly implemented and standardized throughout your company, can help eliminate some of the guesswork involved in sales and make it easier to achieve more consistent results.