Sales. It's a word that can elicit a range of emotions — from excitement to anxiety, and everything in between. But fear not! Today, we're going to break down the sales process into seven manageable steps, and along the way, touch on how technological tools like document automation can speed the process and make life easier.
Putting together a sales process strategy
A sales process strategy is a comprehensive plan that involves understanding your target audience, setting clear goals, and using the right tools. A sales process strategy is key because trying to implement a sales process without a solid plan is like attempting to assemble IKEA furniture without instructions: You might end up with something that vaguely resembles a bookshelf, but it’s more likely to collapse under the weight of disappointment.
So, before diving into the 7-step sales process, make sure you’ve put a strategy into place — outline which leads you want to target, what message you want to present to them, and what goals you need to achieve. Think of this as your roadmap to avoid a DIY disaster and achieve successful sales outcomes.
Choosing a sales process framework
Once your strategy is in place, you’ll need to understand the sales process framework you want to use. A sales process framework is a structured approach you apply to execute your strategy effectively. It guides you from the initial prospecting phase to the post-sale follow-up.
Each step should help you build and maintain a strong relationship with your customers and convert prospects into loyal clients. By following a repeatable process, you ensure that every critical step is covered, reducing the risk of losing potential deals.
The sales process: 7 steps
There are many different sales process frameworks you can use, but we recommend the 7-step model. It’s straightforward and simple, but also covers the most important tasks you need to execute.
Step 1: Prospecting and lead generation
Prospecting involves identifying potential customers and generating leads through various channels like social media, email campaigns, and networking events. Effective prospecting requires thorough research to understand where your ideal customers spend their time and how to reach them. Consistency is key; regularly dedicating time to prospecting will help keep your sales pipeline full.
Step 2: Qualifying leads
Qualifying leads means determining which leads will most likely convert into paying customers. This includes evaluating criteria such as the lead’s budget, their need for the product, and their decision-making authority. By using the right demographics, firmographics, and technographics to help focus on qualified leads, you can allocate resources more efficiently and increase your chances of closing a sale.
Step 3: Initial contact
The initial contact is your opportunity to make a strong first impression. This is where you reach out to qualified leads through emails, phone calls, or face-to-face meetings. Being prepared and personalizing your approach can significantly enhance the effectiveness of your initial contact, setting a positive tone for the relationship.
Step 4: Sales presentation
The sales presentation is where you showcase your product or service and demonstrate its value. A successful presentation is tailored to the customer’s specific needs and clearly illustrates how your offering can solve their problems. Engage in storytelling and compelling visuals to make your presentation more persuasive and memorable.
Step 5: Handling objections
Handling objections is a critical part of the sales process. You must listen to the customer's concerns and address them with well-thought-out responses. Effective objection handling requires empathy, patience, and a thorough understanding of your product and the customer's needs.
Step 6: Closing the sale
Closing the sale is about finalizing the deal and getting the customer to commit. This step may involve negotiating terms, discussing pricing, and signing contracts. Be confident and clear about the value your product brings to help you effectively close the sale.
Step 7: Post-sale follow-up
The post-sale follow-up is essential for maintaining customer satisfaction and fostering long-term relationships. This means checking in with the customer to ensure they are happy with their purchase and addressing any issues they might have. Regular follow-ups can also open up opportunities for future sales and referrals.
How document automation streamlines the sales process: 7 steps
How can document automation support the 7 steps of the sales process? Here’s a quick rundown:
- Prospecting and Lead Generation: Design stunning, personalized emails with customizable templates or generate call scripts for consistent communication.
- Qualifying Leads: Set up your CRM to automate lead scoring, then use document automation to generate reports of your highest-quality prospects.
- Initial Contact: Create first call decks for contacting new prospects and telling your story with data-driven presentations.
- Sales Presentation: Create personalized presentations and follow up by merging customer and product data into a targeted proposal.
- Handling Objections: View all prior customer communications as well as communications with similar customers to brainstorm solutions.
- Closing the Sale: Generate quotes, proposals, and contracts—and facilitate e-Signatures quickly.
- Post-Sale Follow-Up: Automate follow-up emails and satisfaction surveys to keep customers happy.
Mastering the sales process can be a complex project. Each step requires attention to detail and the right tools to ensure success. Document automation acts as a reliable and productive assistant, helping you streamline tasks and allowing you to focus on what you do best: selling. By automating routine processes, you can enhance efficiency, reduce errors, and dedicate more time to building relationships and closing deals.
S-Docs can streamline your processes with automation from start to finish, making every step as smooth as possible. Ready to take automation to the next level? Request a demo of S-Docs today.
