Learn about the stages of a commercial process

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The sales process is essential for any sales team , as it is what will guide the prospect from their first contact with the company until the moment they purchase the product or service. Therefore, each stage of this process needs to be very well aligned with the members of your sales team .

Do you want to know the steps during this process? Keep reading!

Prospecting
Prospecting means going after your potential customer (prospect). Advertising and inbound marketing are different from outbound prospecting. In the first form, the marketing department creates advertisements to reach potential customers. People who are interested in the advertisements will contact the company to speak to a salesperson. In this scenario, the sales process is inbound.

When we talk about active prospecting, we are considering that the sales department is responsible for acquiring new customers. Salespeople or pre-salespeople must seek out new customers through some channel. This channel may vary depending on your target audience. The most common channels are email, telephone and currently WhatsApp. Most companies use email as a prospecting channel.



Approach and presentation
First, the approach and presentation stage consists of approaching Hong Kong telegram data the lead and presenting your product or service. There are several ways to do this, and the ideal one depends on the type of product or service you sell and the way in which the prospecting was carried out.

In active prospecting, after finding leads, the next step is usually to make a cold call, that is, a call to these people who have never been contacted before and, often, have not even heard of your product. Therefore, the presentation is the first interaction that the sales team will have with the person and it is very important to ensure that the pitch is accurate. However, it is worth remembering that cold calling is not the only approach in active sales. You can also do cold mailing, that is, contact via email, or combine the two methods in a cadence flow.



Negotiation
Negotiation is the time to define prices, deadlines, etc. It must be strategic, and so it is important to pay attention to the way you communicate with the person. Therefore, creating a good rapport is essential and can be the key to closing a deal. There are several negotiation techniques that can be applied in this process, in addition to the seller's own experience and skills, which count a lot in this case.



Closing
Once negotiations have reached an agreement between both parties, the next step is closing. Therefore, the customer should be given any additional information they need, such as delivery dates and shipping methods, in addition to clarifying what was agreed upon in a summarized manner, so that there are no doubts.



After-sales
The after-sales process does not begin only after the product has been delivered, but rather, as the name suggests, after the sale has been made.

After-sales service brings countless benefits to a company: it builds customer loyalty, ensuring referrals and word-of-mouth advertising; it creates a feeling of support in the customer, reducing insecurity regarding the product; it ensures a good relationship, increasing the chances of repurchase; and it makes a difference for your company, generating value for its image.



Tips during the sales process


Cadence flow in the commercial process
A sales cadence flow is nothing more than a schedule that establishes a flow of contact with the same lead, following up with the aim of moving them forward in the sales funnel, or making new sales attempts. This schedule clearly defines the frequency and intervals between each contact. We can also call it follow-up. The cadence flow and call plan can be used in both active and passive sales processes.



Mental triggers in the sales process
In sales presentations, the use of mental triggers is very common. Mental triggers are stimuli that influence the buyer's decision-making. An example of a mental trigger is the scarcity speech: “last units!”, which brings a sense of urgency to the customer, after all, if it is running out, they need to buy it right away.



Spin Selling in the sales process
Spin Selling is a sales methodology created by Neil Rackham. It is based on asking questions because, by answering them, the individual is convincing themselves of the need for the product and not just being convinced. The questions in the methodology help to obtain answers about the situation that the opportunity is facing, facilitating the qualification and sales argument.