7 Simple Steps to Sales Success

Does your business have a well-defined process to ensure each and every sales transaction achieves the best possible result?

There are numerous sales training sources providing pretty much the same information but in various formats. In this blog I have summarised the common thread that runs through them. Each phase requires the appropriate skills to successfully process the sale to the next level.

1. New enquiry?

This is the first opportunity to promote your product or service.

How has the contact been initiated, is it face to face, on line, a referral, a specific promotion or purely chance? What is the motivation behind the enquiry? Is the contact “Just looking” or a genuine opportunity? Answers to these will define how you respond.

2. Repeat business?

Repeat business is a bonus but how frequently do your customers return and is the value of their purchases increasing? This is key information to better understand and capitalise on your customers’ buying habits.

3. What is the customer looking for?

This is your opportunity to develop a positive relationship and clearly understand the needs and desires of your customer. Asking open questions will reveal their requirement, problem or pain point and your opportunity to provide the “perfect” solution.

4. The sales pitch and negotiation

The valuable information gleaned from 2 will enable you personalise the content of your sales pitch, making sure you address what the customer is seeking and not what you are pushing to sell. It is also the opportunity to upsell, eg a price break for an increased quantity or duration, “special deals” for customisation or add-ons, etc.

Having understood the requirement and developed the solution it is time to negotiate. This is more than just about price, it could concern quality, delivery date, payment terms, etc.

5. Quotation and contract

Once the final specification and price are agreed a formal quotation should be provided with T’s & C’s if required, and agreed with a confirmed purchase order number.

6. Conclude the transaction and issue an invoice

Almost there! Ensure delivery on the agreed date with the correct quantity at the specified quality, etc. Have the delivery acknowledged and issue the invoice. Confirm payment receipt.

7. Client feedback and testimonials

Many organisations omit this step but it is becoming much more prevalent, especially with the numerous on line survey applications available. Don’t be afraid to seek a testimonial, people trust these more than you think, especially if it is from a genuine person or a real company.

Feedback is invaluable, positive feedback could be used to promote your business. Negative feedback should be your opportunity to improve your sales process, product or service.