A sales approach is a set of principles that a sales team should follow in any situation when selling their products and services. Every company needs to define their own sales methods to achieve the common goal of selling to more customers and successfully closing more deals.
The salesperson is oriented to act as a consultant rather than a burden to the customer. For example, it is a method that focuses on asking the right questions, focusing on quality sales, instead of forcing people to buy products and services.
1.1 Basic 7-step Sales System
1. Communication
A sales professional's job is to make customers feel comfortable with themselves without sounding like a professional. Keep the walls between you and your potential customer to a minimum. (Be aware that being too professional makes the customer uncomfortable)
2. Preliminary Agreement Sheet
A sheet of mutual agreement between the seller and the potential buyer or customer 2 about what will happen during the current and future interactions, either in person or over the phone. (Starting with the end in mind is an important sales skill)
5 key elements of a preliminary agreement page
- Time and topic
- Expectations of potential buyers
- Expectations of the sales professional
- Outcome – Yes/No or amputation
- The biggest problem
3. Problem
People make purchases to solve problems and live a fulfilling life, and this decision can be based on emotions. A sales professional helps the customer to uncover all the problems, why they occur, and what the impact may be if a solution is not found. After identifying the problem, we need to get a commitment from the customer to solve the problem.
4. Budget
Is the client able to invest enough money to solve their problems? Only the salesperson and the customer know how much it will cost to resolve the issue.
5. Decision
The salesperson should identify the customer's decision-making stages. Who... is involved in the process? What... steps? At what level... are decisions made? When... do they plan to make a decision? How... do they make the final decision? Who else...is involved in decision making?
6. Implementation
At this stage, you need to demonstrate that your introduced product or service can adequately solve the problem previously presented. Only the features and benefits of the solution offered to your customer will be discussed. Nothing else.
7. Post-sale steps
This means that even if you can't make a sale to a potential customer, you need to fully explain your idea and product. Even if they don't buy from you this time, they may be able to find the next potential customer.
1.2 Comparison of sales process and sales methodology
The sales process refers to how an organization manages the end-to-end sales process when interacting with potential customers. Sales methodology helps salespeople think through each step of the sales process more effectively.
Examples: Initial Call - Intro Call - Meeting - Demo - Contract Review - Close the Deal