Sales business flow chart has been completed.

Sales business flow chart has been completed.

The sales business flow chart is complete, and sales is a competition between physical strength and mental strength. Therefore, if you want to achieve higher sales, you need to have a complete business flow chart, so as to increase your sales share. Let's look at the sales business flow chart.

Complete the sales business flow chart 1 and find the right customer.

Customer portrait, getting clues, opportunity confirmation, opportunity judgment.

Step 2 invite customers

Design invitation reason.

Step 3 visit customers

Preparation, first contact, demand mining, scheme design, product (scheme) introduction, and KP search.

4. Follow up with customers

Customer stratification, communication frequency, communication methods, enhancing relationships and coping with changes.

Step 5 close the customer

Order closed, upgraded successfully, suspended and failed.

6. Maintain customers

Emotions, interests, culture.

Five Common Sales Processes

Familiar with products

As a salesperson, the first step is to be familiar with your own products. Only when you are familiar with the product can you find customers according to the audience of the product.

Looking for target customers

There are also many ways to find target customers. You can introduce yourself through colleagues in the company, or search online yourself, or conduct telephone research, and then accumulate these customer information for later use.

Improve customer information

After customer orientation's goal, he will improve the customer information for some customers with great demand and prepare for the next interview.

Sell products to potential customers.

After identifying the target customers, we began to publicize and introduce the products. Through constant telephone tracking and visits, customers will be familiar with their products, paving the way for a deal.

Final transaction

In the process of trading, salespeople can't relax their vigilance. At this time, it is best to keep a good relationship with customers, which may lead to some variables and eventually lead to the failure of making orders.

Although it seems to be a few simple steps, it still takes a lot of effort to really do it. All transactions must be paved with the first four points, otherwise the foundation is not solid and can only be wasted.

Sales Business Flowchart Completion Step 2 1: Mining

Clues need to be mined, which is also called clue generation. Your company can explore potential customers in many ways, mainly in two ways:

Mode 1: inbound marketing mainly refers to the dissemination of content marketing related media such as blogs, broadcasts, videos, e-books, news subscriptions, white papers, specific products, SEO, SEM, social media, etc., to meet the needs of consumers, provide content and resources, and attract customers to do business.

Mode 2: Outward marketing refers to the active way for enterprises to expand customers. The most commonly used are telemarketing, mail marketing, direct mail advertising, exhibitions and traditional advertising (TV, magazines, newspapers and radio).

Inbound marketing has been proved to be a more effective and cheaper way to create qualified sales leads.

The mining process helps to determine whether potential buyers are interested in your product or service according to their demographic data, industry or other characteristics.

Step 2: First contact and clue qualification verification

No matter how you get the lead, the sales representative needs to make initial contact with them. This can be done by phone, email or social media. In the first interaction, the goal of team members is to collect key information to determine whether the lead is in line with your product or service.

After all, you don't want to waste time on unqualified potential customers, so when you get potential customers, you should have a basic qualification verification. In other words, before you spend a lot of time selling products to potential customers, make sure that they are ready, willing and able to buy your products. This means that they are interested in what you sell, they have the resources to buy, and they also have the right to buy.

Qualified leads usually meet BANT (budget, decision maker, demand and time point). Therefore, it is necessary for marketing and sales personnel to clarify the quality of sales leads in order to assign qualified sales leads to sales teams for tracking and transformation as soon as possible.

You can use the lead management tool to:

1. Sales management can better judge the possibility of potential customers or customers making purchases and find hot sales leads faster. Take special action on high-quality clues to increase the chances of closing the case.

2. Salespeople will no longer need to be distracted to pursue inquiries that are not clues, and they can concentrate their time and energy on sales.

3. The sales manager can listen to and evaluate communication records, and gain the ability to deal with clues and non-clues, so as to continuously improve the internal system.

4. Clue verification can generate more clues. When sales are verified, digital marketing activity reports become more transparent and accurate.

5. When the lead is a qualified potential customer, your sales representative can continue the demand assessment. Depending on your product or service, this can be done by phone or in person in a separate interaction.

Step 3: Needs Assessment

At this stage, the sales representative needs to prepare a series of standard questions to ask potential customers. This will prevent them from forgetting to ask any important details when guiding the conversation. This makes them more professional in front of potential customers. These questions should be open-ended to encourage potential customers to discuss.

In addition, at this stage of the sales process, sales representatives must listen more and talk less. Although they may be tempted, they should not start discussing products at this time. The purpose is to thoroughly understand the situation of potential customers and make it easier for your team members to adjust their sales plans or presentations according to each specific potential customer. In addition, it allows them to predict any objections by understanding the reasons that may prevent potential customers from continuing to use your solution. Examples of problems at this stage may include:

What do you like (dislike) about your previous suppliers?

What business problems do you want us to solve?

Describe your present situation.

Tell me, what will happen when you solve the current business problems?

After discussing all the problems, it is important for your sales representatives to make sure that they have understood what the potential customers told them. For them, the best way is to repeat what they have heard to ensure that the representative is at the same level as the potential customer before moving on to the next step. If necessary, you can ask other questions to clarify the misunderstanding of the delegates.

Step 4: Promotion or product display

Now it is time to clearly convey the value of the solution according to the needs, challenges and expectations of potential customers. This can be achieved effectively by linking the needs of potential customers with the corresponding characteristics and advantages of products. This is why delegates must clearly understand what will be discussed in the needs assessment stage. In addition, the following points are important before and after the scheme demonstration:

Be prepared to realize the significance of our project demonstration to customers, and prepare for the demonstration of the scheme and exchange of possible products and technical knowledge;

Find out the real decision makers and understand their personality characteristics and work characteristics;

Set the time and agenda in advance. Determine the end time of the meeting in advance to find out whether everyone can participate in the whole process;

Set expectations and results. What do we want from account team members? What do they expect from us? What progress do we hope to make at the end of the presentation? Is everyone expecting the same result?

Scheme demonstration. Demo is the core of every sales cycle, and you may spend the most preparation time here. Remember, you are not only selling your products, you are selling how your products can solve your customers' problems. Explain how our suggestions can solve problems, show how products can reduce customers' pain, and when looking for solutions for your potential customers, you are also selling yourself as a trustworthy person. You can ask questions publicly.

Based on the principle of "customer-centered", it is recognized that the advantages of products are relative, and different customers pay different attention to different performances of products. We should pay attention to the aspects that customers pay attention to and highlight the performance of these aspects.

In addition, the additional information that needs to be mastered at this stage is based on a better understanding of the company and industry of potential customers. This will provide additional background, and contribute to a higher quality promotion or presentation, ensuring that your sales representative remembers which potential customers are the most enthusiastic. At the end of this phase, arrange a mutually agreed date to submit your proposal (solution).

Step 5: raise and handle objections

Not all products and services need a separate proposal. If your customers need it, you should tailor it for them according to the needs, challenges and motivations of potential customers that your sales representatives have learned so far. They want to focus on the most valuable aspects for potential customers and emphasize how this will help them achieve the expected results. After a suggestion is made, potential customers usually ask questions or doubts, which is also called objection.

If someone is not 100% satisfied, ask how to make him feel 100% satisfied. Write down these requirements and answer them one by one. If there are difficult requirements, please ask other members of the team to provide their own opinions to help solve them. If you can't answer now, it can be used as a reason for our next meeting. Only when we are sure that every question has been answered or dealt with can we continue. Remember, successful project presentations are interactive. If they don't ask questions, it's probably because they don't want to buy them.

In addition, for any given quotation, there are usually some repeated objections. Record these problems and find out the best way to solve them. Sharing this information with your sales team will ensure that your sales representatives are not caught off guard by objections and are always ready to respond most effectively to remove any obstacles that hinder the completion of sales.

Step 6: Close

After you have finished your presentation, answered the potential customer's questions and solved his objections, you need to make your sales request. This is where potential customers promise to buy or stop the process. This is just one step in a long sales cycle. Although this seems to be the most important step, it will only succeed if the previous steps are completed correctly and orderly.

Many people think that asking for the bill is an aggressive behavior, but it can be done and will not be annoying. If you have shown that your products or services are really needed by customers and provided useful and friendly services, then completing the sales is the next logical step. There are hundreds of different closing techniques, tips and tricks:

Direct bill settlement method: when the consultant shows obvious bill settlement signal, or there is no obvious bill settlement signal, but there is no doubt that it is confirmed, the bill settlement method is adopted at this time.

Suppose a deal is reached: when the consultant has relieved all doubts in his heart and showed great recognition or confidence. Psychological suggestion that the other party has decided to buy, and then discuss the next vision, continue the other party's psychology, and achieve the purpose of closing the order,

Opportunity acquisition: when the consultant's question is clearly answered, re-emphasize the vision of using our products or services, list similar cases to attract each other, and at the same time arouse each other's interest, and clearly tell him that this is the best opportunity, discount or way not to be missed!

Trading under pressure: It is difficult for an unconfident and hesitant consultant to "pull" with positive persuasion, so it is necessary to present all the realistic pressures he faces to him and severely crack down on his situation, thus prompting him to act.

There are also playing hard to get, life experience, economic accounting, taking backwards as progress ... the most important thing is to remember that this is not an independent event. After the transaction is completed, potential customers will negotiate your terms and prices for mutual benefit. Resolve all objections and finalize all details of delivery, realization or related actions. This may also include introducing others in your company who are responsible for these next steps.

Step 7: Follow up, repeat customers and introduce.

Happy customers are the best people to recommend other services. By cultivating a continuous relationship with them, they are often willing to buy additional products or services and visit again. The most important thing to cultivate the relationship is to know the customers, make full use of the CRM system, set up a sales file for each customer, and record all the information of the customers, including children, hobbies, education, position, achievements, places visited, age, cultural background and any other information related to them. These are all useful sales information.

All these materials can help you get close to customers, and let you effectively discuss problems with customers and talk about their own topics of interest. With these materials, you will know what they like and don't like, and you can make them talk, be cheerful and dance ... As long as you can make customers feel comfortable, they won't let you down!

Besides, they are a good source of recommendation! A good way to maintain these relationships is through marketing communication, such as new product updates, industry news, electronic communication or some form of interactive reward program. When customers or friends have related needs, they will always think of your company first.

So, you have mastered the seven-step sales process. Is this suitable for your business? Some enterprises need a shorter process consisting of 3 to 5 steps, while others need a longer process. No matter how many steps your process requires, it is very important for the success of the company.

Sales business flow chart completed. Anyone who has done sales knows:

If you don't know how to get customers, you won't have a goal in the war. In addition to methods, you should also know the portraits of key customers. You can review how efficient you are on the way to get customers and how many detours you have taken.

In addition to obtaining customers, invitation is the first step for you to contact customers, while the traditional invitation method is to call customers or keep calling them. Many sales believe in sincerity, but the invitation contains internal logic. If you don't understand the psychological changes of customers, your invitation success rate can't be greatly improved. How many sales have been hit hard by improper invitations?

Finally, I successfully invited the customer, but I didn't know how to communicate when I met the customer. I have met more customers. They are talking about sales or taking out products, but they have no idea that it is very important to judge and influence sales when they meet customers for the first time.

The so-called judgment is to meet the customer for the first time, and to quickly judge the current state of the customer through communication. Do customers have any needs? If there is no demand, what is your sales action? There is a preliminary demand. What is your sales action? There is competition. What is your sales action?

What is the core competence of sales?

I think it's influence. Sales have no effect on customers. Frankly speaking, you are still in the entry stage and have not entered the real sales gate.

Only by influencing and changing customers' cognition will customers continue to follow you.

You can influence customers and even change some of their ideas. Do you know how to connect your products, solutions and services correctly? What should be done to get customers to accept sales suggestions? How to make a product demonstration to get good results? How to design a scheme to really impress customers?

Sales have finally been recognized by customers, but do you know why customers always bargain with you? You know what motives are hidden behind customers' bargaining, and what the correct quotation method should be.

Now you feel that you can sign the bill smoothly. The customer says that the agreement card is at the top of the customer. Every time you ask the customer, the customer says that the leader has no feedback. At this time, how to meet and communicate with the customer's top management and how to influence the customer's top management becomes very critical.

In the seemingly smooth sales process, the sales contract has been delayed because you have not dispelled all kinds of doubts of customers. Whether there is a better way to deal with customers' doubts is the key to your smooth business negotiation.

Despite all the difficulties, the client still said that you should sign the contract. When signing the contract with joy, the customer's purchasing and price negotiators were all veterans. You are like a little sheep in front of them. Faced with their excessive demands, you are at a loss. You want to sign the bill as soon as possible and finish the performance as soon as possible. Maybe you think too much. ...

What is sales?

Sales is a competition between physical strength and mental strength. What kind of people can do a good job in sales, what kind of characteristics can make them excellent salespeople, and what kind of abilities do big customers need to win in the competition?

Trust is the basis of sales. Without trust, there will be no sales. How to build trust with customers? Why don't customers sign the bill with you when they have trust? Is personal trust the same as organizational trust?

Sales is a battle with only the first and no second. Knowing how to set obstacles for competitors and how to gain pre-competitive advantages can get twice the result with half the effort and truly enter the ranks of experts.