Do you want to sell more? Don’t know how to do it? To do this, you must know very well what the sales process is and what its phases are.
From Bloo Media, our marketing agency , we want to explain how we see sales. We do not see it as a single activity, rather as a set of activities that aim to promote a product or service.
This set of activities requires a process that orders the implementation of its activities, in other words, a process divided into stages that includes each of the activities that promote the product or service that we were talking about.
Keep reading and discover all the details about the sale process!
What is the sales process?
The sales process is all those steps that companies take to get to sell a product or service. This process begins from the moment the company or brand itself draws the attention of a customer and ends when the final transaction is made: the sale.
In other words, the sales process is the set of stages or phases that a company or brand goes through from the start of its marketing efforts until it achieves a sale. It is therefore a set of steps with a final goal: to sell .
Not all companies follow the same sales process. Obviously, each one follows a different scheme based on the type of product or service you want to sell and trying to optimize this process at all times.
Who is in charge of carrying it out? And to define it?
The sales process in a company must be defined by its commercial director and normally it is the marketing managers who are in charge of carrying it out.
When specialists represent this process it always has a funnel shape, why is it? It is shaped like a funnel because as you progress through the different stages of the process, you lose customers, and not all potential customers ultimately become buyers.
What information must be known to carry out a good sales process?
We explain what you should take into account before getting fully involved in the development of the sales process :
- Budget: how much money do we have? Can we invest in advertising? How much is our budget for each phase?
- Execution team: what is our team? and its cost? Do we have a commercial team?
- Infrastructure: the purchase process varies a lot depending on the infrastructure, since it is not the same process in a physical store as in an online store.
- Type of product: the type of product and the sector to which it belongs, is essential information when carrying out the sales process.
- Price of the product: you have to know and take into account everything about the price of the product, since the higher it is, the more it influences the consumer’s purchase decision.
- Positioning of the product in the market: is it a new product? If not, what differences does it have with respect to other competing products? Keep this information in mind so that the sales process is a complete success.
- Buyer personas: what kind of person would buy our product? Very important information for the purchase process! And the thing is… we have to know who we are targeting!
Phases of the sales process
Next, we talk about the four phases of the sales process:
The prospecting phase is a phase that is divided into different stages: the first consists of identifying the target audience . At this stage, the type of customer to whom the product or service is directed must be identified. The information that must be obtained about this client is the following: behaviors, motivations, desires, needs, age, hobbies…
This stage can be carried out when the market study is done and its main objective is to capture the attention of potential customers, and for this… you have to identify them!
After identifying the target audience, these potential customers must be qualified taking into account some factors, for example: accessibility, economic situation, willingness to buy, etc.
Times have changed, today an active participation of customers must be promoted in order to connect with them and achieve something much more important than a sale, that is, to achieve full customer satisfaction.
When we connect, we are capable of influencing and guiding, influencing the purchasing processes, arousing the interest of the public.
In this phase we cannot talk about buying, what we are looking for is to arouse interest so that later the customer makes the purchase.
The third phase is to explore to find out where our potential customers are and find out if they are ready to buy.
With this information in hand we can convert qualified leads into real opportunities that turn into sales.
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after sales service
This is the last phase of the sales process. In it the company no longer sells, the customer is the one who buys. The main objective is focused on maintaining a good relationship with customers through transparency and loyalty policies so that it is the customers who decide to buy, and your efforts are no longer just aimed at selling.
It is what is known as after-sales service, a service that seeks to ensure customer satisfaction so that they are the ones who make the next purchase.
This type of service may include the following:
- Verification of deliveries.
All these phases can be divided into 3 unique stages. These stages are as follows:
- Stage 1: knowledge stage
- Stage 2: consideration stage
- Stage 3: final decision stage
Each company has to choose its sales process and formulate it based on its needs and other factors discussed above. Normally, each sector and even each country follow different protocols when preparing a process of this type, however we hope that the information that we have given you in this article will help you to get a general idea of what the sales process is and what are its phases