7 Steps Building Sales Closure Process An Overview

Steps Building Sales Closure Process An Overview:

Question: What's a Sale?
Answer: An act of exchanging something for money is named procurement or sale.
 
Question: What's the sales process?
Answer: A series of actions taken to achieve a result that ultimately leads to exchanging something for money (or that ultimately leads to a sale) is called sales process.

Before we start our session it’s to be understood that “Sales Process” is that the bible which each professional needs to undergo to achieve the ultimate destination of “Success”.

 

These steps help us to extend the sales numbers and make life easy. Within the world of cutthroat competition, one must be exclusive from others to realize success in vocation. By adopting these processes one gets refined and gets a grip over the others.

What Is Sales Process Planning? Where do you look for sales process planning (SSP) skills? Most sales professionals assume that having the technical skills to identify buyers is a necessary first step in the selling process. If that's what you're seeing in your sales training classes, you'd be surprised at what you find out. 

Sales process planning is not a technical requirement. It's not a pre-sale process planning activity. It's not necessary to close a sale. Sales process planning is an activity you undertake after the sale is closed. Much of your focus should be placed on understanding the buyer's acquisition of the product or service to do this.

Here are five things you can expect to find in your sales process planning (SSP) classes:

1. Sales content tends to focus on buyer profiles: How do you decide what's important to focus on when it comes to audience members? We suggest that content around the buyer's "why" should be a given in any of the content you produce, regardless of the technical or product-related skillsets you may be able to present.

2. To what degree do you really "see" the buyer? Do you understand who the person is and the role he or she plays in the buying process? If not, it's important to learn about buyer personas, or the "who, what, where, when, and why" of your customers' buying cycles.

3. What specific content is necessary to prepare for the sales process? It's not just about having the technical knowledge, but about having a content plan that's encompassing, not only the technical aspects of the product or service you'll be providing but also of the customer buying cycle and individual features or benefits.

4. Where is the process the buyer is using to learn about you and what you’re offering? For example, is it research, comparison shopping, use-case planning, etc.? As the "SSP expert" in the organization, you'll be considered the sales expert and will have more information than the buyer. It's in your best interest to make it easy for the buyer to get up to speed.

5. What is the client value in being a customer or part of the buyer's pipeline? Ask the customer how they would use you, and allow them to demonstrate that value by sharing their specific experience with you.

So, before you get on a sales train, make sure you understand the process. You need to be able to show the potential buyer the value and benefits of the products or services you're offering and enable them to get up to speed on your specific selling cycle and use-case planning.

Regardless of the technical or product knowledge you may have, make sure that you also put in the time to understand how to produce and sell a solution. Salespeople that can't demonstrate how they are changing the buyer's world are not worthy of the title.

Sales Process can be Summarized in 2 Key Steps: 

1. Initial Product Outreach

2. Lead Nurturing

Today’s customers demand products that are directly aligned with their beliefs. If you can help your customers achieve their goals, they will be loyal to you. With this in mind, we built Nest, an AI platform that automatically puts people in jobs that fit their beliefs. 

For example, we designed a lighting system that makes it possible for people to get home safely when they leave work at night.

Just as most industries target specific demographics with marketing campaigns, our product development process targets common concerns with our product development process. The key insight driving this process is that the first step is to communicate a need to your potential customers. 

Once you understand how they feel, you can work backward to solve their problems and help them achieve their goals.

Our first step is a partnership with industry researchers to understand customer pain points and our solution to those problems. This research is key to generating high-quality product ideas. This step is challenging because there is no clear market opportunity in the current state of a project. 

Our research partners often discover and contribute to the hidden gaps in our knowledge. This initial step helps us define the core problems and ideas.

Next, we identify the strengths and weaknesses of our current solutions and our new problems. We do this by asking ourselves: 

How can our solution improve the experience and effectiveness of our product, or at least help our product achieve its original goals? These questions can identify two distinct problems or opportunities:

Solutions that don’t meet their original goals or solutions that are poorly implemented or just don’t solve the right problems.

Next, we brainstorm solutions based on our customers’ priorities. Each idea needs to address a key customer pain point to make it through this process.

Ideas Fall Into Following Distinct Categories:

“Quick Wins” that address a current problem but don’t achieve our core goals: Examples of Quick Wins: The Nest Thermostat is our “Quick Win” in this market. It’s a $249 device that takes just 10 minutes to install and gets you halfway towards saving $200 a year. It doesn’t go beyond its original purpose, but it’s also already sold 100,000 times in the first 10 months of sales.

“Long-Term Wins” that solve a long-standing problem: Our “Long-Term Wins” include Amazon’s Alexa, Apple’s HomeKit, and Hue, a popular smart light system. They promise that a new way of interacting with technology can disrupt the traditional home lighting market and enable new forms of personalization. For example, Alexa can turn off your lights automatically when you’re not home.

“Holy crap, we can do that!” ideas that go well beyond what we’re currently doing: The Holy Crap, We Can Do That! the category is composed of long-term and customer-centric ideas. For example, Nest Protect provides an effective way for parents to protect their homes from smoke, carbon monoxide, and allergens. When the house is quiet and you forget to check.

Steps in Sales Process to Follow:

ØPreparation/Research – Know your product or service and research the market potential.

 

ØProspecting – Sourcing potential customer or group.

 

ØApproach – Contacting your client over phone/mail/message, meeting him face to face.

 

ØPresentation – Demonstrating product or service to fulfill customer needs.

 

ØSolution – The merchandise or service to supply as per the client’s need.

 

ØDecision/Closing - The result of the merchandise post-client consent and agreement.

 

ØReference – Prospecting new leads from client.

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