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After knowing and understanding the theoretical point of view about Sales Management and reaching the goals, the next step which is vital in selling is the process itself. Selling Process is defined as the complete set of steps that must take place in order to execute a sales transaction from start to the end. Suggested below are 7 general yet a road to a successful sales process:   

Product Knowledge: knowing your own product or services before selling or promoting to others is the most important thing to be done. People will only trust a salesperson if the salesperson himself is confident with what he is promoting, especially towards the uniqueness part of the product or service itself.

Prospecting: just like the word implies, it is all about searching for new customers. It may look simple, but as the process goes on, it will show its complexity. The key to prospect in an effective manner is to know what to look for (more towards gender, age group, social economic groups). Always make an aim to schedule meetings in a week with new prospects as to increase the list of new clients.

Approach: This is the engine towards your success sales process. Approach in this case does not only cover face-to-face meetings, but also telephone call or even e-mail process. This step is one of the most crucial one for the salesperson as in here, the first impression on the approaching manner counts, and will decide whether the process will continue or end. In here, process of gathering more information about the prospect occurs.

The needs: first and foremost, understand what your client needs! As good questions as so gain more relevant answers, and get the “hot button” to stress on. Try to solve the client’s problems by providing the best solution of your product or service.

Closing: all your hard work is going to bring you success or even failure in here. Closing will help in advancing to get new orders or possibly, make people dislike your products or services at the end. Never end the closing process with an argument, as that will just create a more complex situation. Use the correct words and ask the right questions in a way that can influence people to trust you.

Follow-up: Never forget to follow up your clients after the closing process, as to create an impression of a friendly person or even company. However, over-doing this process can instead create a negative impression that may spoil the whole process done.

Start well, do well and close it well…   


For more details on Sales Management, please contact:
KIRTI PARKASH
+62 21 8378 3288
kirti.parkash@frontlinerinc.com