Selling by feeling is a utopia. Of course, there are days when luck allows us to defeat all predictions. But being an entrepreneur is above all applying a strategy that allows him to overcome all obstacles. The business process is a compass for any entrepreneur. It is a question of establishing a successive action plan that you will have to take in order to be able to sell your product under the best conditions. While many people think that selling is an intuitive activity and is done by feeling, modern business processes follow rigid procedures related to CRM systems and marketing automation software that use information from the cloud and help them. entrepreneurs to make strategic decisions.
Four stages are crucial and decisive in the flow of the business process.
Know the market
Do your salespeople have to master the products and services offer in order to be able to identify the market trend in relation to the product you want to sell? Is it a very popular product or can you find it in every corner of the city? By answering these questions and more, you will have a clear idea of the business environment, as well as the different aspects of competition. Prospects will help you get to know and target customers better, allowing you to personalize their needs.
Establishing contact with the customer: a crucial step in the process
The goal for any entrepreneur is to understand what are the levers that can trigger a sale. To do this, the salesperson must speak with the customer and try to identify if the customer really needs the product or service, if the customer understands the value of this solution to him or to his company, if the customer has a budget. provided for this solution, if the customer is the person who decides on the purchase or has direct access to the manager. It is a question here of choosing the best approach so that the customer spontaneously confides to you his aspirations and his needs. Do not skimp on the means at your disposal to listen to him and make him express his requirements: by means of the telephone, in his professional or family environment … Your main ally at this stage is speed, so that the customer is not tempted to go do a comparison with the competitor, but also so that he engages in a lasting relationship likely to lead you to the conclusion of an agreement.
Submit an adequate and value-added offer
Now that you know the customer and their requirements, you can get a personalized solution. But be careful, do not limit yourself to a trivial price offer, add that little extra that is sure to seduce: several options for the same offer, the “two in one” formula, efficient after-sales service, periodic promotions, a financing plan.
The conclusion of the sale requires follow-up and rigor
Establishing a relationship plan with customers is essential! As an example: you can thank the customer for choosing your product after confirming the order. At this stage, you will formalize with him the agreement on which you have agreed (the date, the delivery conditions, and possibly, the special clauses.) The signing of the order form will engage the customer, but will also trigger a whole chain of the process: production, storage of material, transport on which you will exercise a follow-up so that the product purchased is delivered on time and that the service is of quality.