Create Your Own Sales Process
Do you know the consistent steps you need to achieve sales at your company? If not, you’re probably lacking a sales process. Do not fear! Most companies, big and small, lack a formalized sales process. At most companies, sales just seem to happen. Generally, a salesperson is thought to have some ingrained people skills that allow them to just sell the product or service. Most people believe sales cannot be taught.
A formalized sales process routinely proves this myth wrong. Why is having a sales process important?
- It gives you a step by step process for a sale that allows you to understand how and why sales are closed.
- It creates efficiencies in a sale by having a defined process and leaves little to chance.
- It allows all team members to talk in the same way so a manager can quickly and efficiently decipher where a salesperson is in the process and how they can help.
- It allows for an ease of training since you actually have a process to which you are training to.
At Assurance, we’ve created our own sales process. This process has allowed us to maintain an industry leading level of new business sales each year. Once an Assurance salesperson has a lead, there’s a five step process they follow:
- Pre-call Planning
Doing initial research to develop relevant questions to ask the prospect.
Deciphering if there are enough pains and issues with the prospect such that we want to invest the time to work with them.
- Creating a Compelling Case
Engaging with the prospect and analyzing their data to create an overwhelming case as to why they should do business with Assurance.
Presenting our compelling case to the client in a manner that will most likely bring success for us.
- Post Sell
Making sure our new clients are properly prepared to cease doing business with their current provider.
Each of the 5 steps in our sales process has sub processes and forms to help with the completion of the step. In addition, our CRM system at Assurance follows this 5 step process, so we have total consistency. A well-defined sales process will help you grow your business over the long run.
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