PROCESS=PROGRESS

Short Question:

How do you make a sale?

Short Answer:  

Find someone who will give you money for your product.
End of Blog. (OK..not really - LOL)

Don’t you wish it was that easy? After all, that really is what you want, isn’t it? Unfortunately, while the answer may be short, the execution is anything but easy. Any company that has a consistent, successful sales effort has developed a sales process. The process will have variations, depending on the complexity of the product and its market, but for the most part, a good sales process will look something like this:

• Step 1. Identify leads. (people/companies who might NEED your product.)
• Step 1a. Qualify the prospects. (people/companies who might BUY your product.)
• Step 2. Get in front of the prospect. (Engage with them directly)
• Step 2a. Qualify the prospects again. (Again? Yes. Again!)
• Step 2b. Determine stage of readiness. (Where are they in their buying process?)
• Step 3. Set follow-up based on their stage of readiness.(Ranges from ‘touches’ to demo.)
• Step 4. Demo/Proposal. (Generally accomplished with a face to face meeting.)
• Step 5. Close sale. (Negotiate terms.)

This may be simpler than your process, or it may be more complicated, depending on many factors. The important point is that you need to HAVE a defined sales process so you can stay on track with your efforts and activities.

Next week, I’m going to talk about what I believe is the single most important part of any sales process. What do you think it is? Leave me a comment and tell me. I’d also love to hear about YOUR company’s sales process!

- mb