How to build a repeatable sales process that educates prospects? In this Expert Insight Interview, Sky Stephens talks about the importance of the sales process and building trust. Sky Stephens is a Co-Founder of the Association of Professional Builders, which provides services to improve the construction industry.
This Expert Insight Interview discusses :
- Sales process importance
- Breaking the process into stages
- Educating prospects and building trust
- Cooperation between teams
Importance of Sales Process
Building a sustainable sales process that will be well organized and consistent is essential. Firstly, you should distinguish if your current system gives results. If not, you have to implement the right structure so that you break the process into pieces. Only like that, you will be able to see all steps and discover bottlenecks. You have to put a system in place that naturally organizes salespeople. When implementing a process, you should focus on sales first because, without it, the company does not exist. Continuous improvements are a necessity to have a functional system.
Breaking the process into stages
It is hard to get a real picture if we do not have a subprocess that will help us to benchmark each step. It is possible only by breaking it into pieces and doing analytics on each phase. Hence, decision-makers can recognize if there are blockages or the cause of an unsigned contract. It could help in distinguishing employees in your process. Some of them are good sales openers, while others are good closers. Everyone must be in the right place. It elevates collaboration and lowers the risk of not performing while building relationships among participants.
The importance of prospects education is the core of reaching your sales goals. It is possible only by sharing the information they want to know. The key to success is anticipating frequently asked questions and putting them into your marketing campaign. It enables your prospects to move to the next stages of the sales process much faster and easier. Besides, it helps with lowering the level of suspicions and building trust in your expertise. Between millions of available information nowadays, they will need you to cut the noise and help with the final decision.
The business development process starts with marketing and ends with signing a contract. Meanwhile, the attitude that should be within the team is that everything has to be in favor of clients’ needs. A close relationship between salespersons and marketers will create value for the client. That is a game-changer, rather than looking at the two teams who are working separately. The mission is to complete each other. The only involvement of both teams and their close cooperation can produce the desired outcome.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.