Systematic approach

• Creates higher chance of turning leads into customers

• Following a systematic process will result in closing of a sale

• Managing your sales process

Example

A sales process that helps to monitor key milestones and actions along the way, helps to maintain morale and teamwork and avoid losing customers through poor follow up.

Tip

Search on the Internet on how to manage an effective sales funnel for your business. Once you are familiar with the process, you can revise and standardise it using the best practices in your industry.

Leads refers to a person or business whom may become a client that identifies as a potential buyer of a product or service.

Ideas for Lead Generation

• Write and post articles about your products on the internet.

• Join mobile apps and create channel so people can interact with you.

• Join the B2B lead generation roundtable group.

• Motivate visitors to sign up or to register as a member in your company.

• Promoting your business on Google as advertisement

• Use social media and create group, advertisement and interactions

Example

You can develop your own in-house database of leads or as an alternative, buy or rent from companies specialising in this business. If you decide to purchase a mailing list, ensure that the broker is reliable. Discuss with them on how to define the search in order to get a quality list with a high percentage of prospects who are likely to be converted into customers.

Tip

Submit your free articles to the following free article directories:

• http://www.ezinearticles.com/

• http://www.businesshighlight.org

• http://www.advisor.com/

• http://www.allaroundsuccess.com

• http://www.articlesbase.com/submit-articles.php

Refer to the following websites for a comprehensive list of free article syndication sites:

• http://www.socialseo.com/the-best-free-article-syndication-sites.html

• http://www.vickywebworld.org/submit-your-articles-to-these-free-article-directories/

Qualifying leads and prospects is a first steps for a sales process and played an important role in selling.

Planning

• Getting to the Buyers

• Qualifying the Prospects

• Finding the Leads

Example

A man who was selling vacation property once set up a booth at a Flea Market. The booth had photographs of vacant land and on the counter of the booth he had a pile of dirt with a small "For Sale" sign in the dirt. His colleagues thought he was crazy. But when he started to sell vacation lots at a very brisk rate, they soon followed suit and set up booths of their own at other Flea Markets.

Tip

The end result for any salesperson is getting the prospect to buy what is being sold. If the prospect has the need, the authority to buy and the money to do so, they are good prospects. You can find good prospects in many of the ways outlined in this Business Builder. However, it will take the time and effort on your part to be successful.

Make a list of your prospect leads and do research for these leads before making calls.

Gather information

• Prospect's business

• Their needs

• Buying decisions

• Their budgets

• If products are relevant

• Time to meet

• Venue on meeting

• Know your competitors

• Strengths and weaknesses

Example

An appointment with a more senior person, an opportunity to present your solution to the buying committee or a trial placement of your solution. The appropriate commitment is determined by where you are in the sales cycle and the person with whom you are meeting.

Tip

Prepare some questions ahead of time to ensure you learn what’s top-of-mind for your prospect. Use your assumptions and what you’ve learned in your immersion as a starting point. When you actually meet with prospects you’ll want to find out their perspectives on these important topics.

Establish rapport and make appointment to present your products. Attend your prospect's needs and requests.

Impactful presentation

• Be passionate and enthusiastic

• Product knowledge

• Benefits of the product

• Understanding your buyers concerns

• Communications

• Creativity of your sales presentation

Example

You may prepare a sale proposal with adequate information to speed up the sales process if the sales presentation goes well. If you can’t close the sales on the first sales call, do request for a follow-up appointment or a time to call them again.

Tip

You need to spend time on every sales effort. Take enough time to understand the buyer’s needs, problems, challenges and concerns. Give the prospect full attention to uncover buying opportunities and how you can help the prospect to solve their problems, concerns, challenges and needs.

Learn to respond and resolve issues from your prospects. Assess and provide informations to reassure your customers concerns.

Respond objections

• Be professional

• Discussions over their issues and needs

• Listen and consider their concerns

• Provide informations

• See their needs

• Make solutions

• Clarifying their doubts

• Share testimonials

• Promotions

• Don't be forceful

• If they are not ready, set next appointment

Example

When the buyer says, 'I don’t know'. The price is higher than I want to go,' try two or three ways to deal with it. If nothing works, offer this response and watch the expression on the buyer’s face.

Tip

Getting an objection from a client is a good thing! It means the prospect has enough interest to at least engage with you, rather than flat out dismissing you. For you, the salesperson, a sales objection is an opportunity to learn more about your prospect’s needs, and find better ways to communicate the value your solution has to offer to them.

Making a sale and becoming prospects as customer can be easy or difficult. Make simple assistance to get them in.

Turning prospects into customers

• Set deadline

• Ask questions

• Make a FAQ section in your website

• Put some icebreakers in your marketing emails

• Offering incentives

• Reminder of return on investment

• Follow up

• Discuss about the sales

Example

• B2B situation, you may have to prepare a formal proposal on the purchase of the product for your customer and follow up with an official contract.

• B2C situation, you may only need to prepare a simple one-page document to close the deal, if at all.

Tip

To close sales, first give a summary of the benefits of your product, and then ask for the order from your customer. If your customer does not agree to the deal, offer a concession then ask for the order again.

After hand-over the products, you still have to continue monitoring the account to ensure your customer's satisfaction with the business.

Developing effective skills

• Improve sales performance

• Observe sales attitude

• Be patient with sales process

• Consultative sales approach

Example

The consultative process emphasises on listening to the customer, gathering inputs, providing information, problem solving and negotiation, rather than manipulation. The sales team develops a customer-centric strategy and takes on various roles including advisors, problem analysers and solution providers to customers.

Tip

The perceived partners with integrity are able to present solutions that are relevant to the customers’ needs and are keen to build long-term relationships rather than reap short-term gains.