Does your sales team follow a clear sales process? Do they know what to do at each stage of the sale? While not every team has a formalized sales process, adopting one can give your team a solid framework. When they know the steps to follow, they can often close deals faster since they’re not figuring out what to do next.

A sales process also makes it easier for leaders. You can get a clearer picture of where reps might be struggling and provide more targeted coaching. How do you create a sales process? According to a post on the Clari blog, you can divide a sales process into 7 clear steps. We highlight these steps in this issue of PromoPro Daily.

1. Prospecting. The first step in any sales process involves identifying and researching potential customers. The Clari post recommends developing buyer personas and using those personas to identify the right people to contact.

2. Preparing. Now that you’ve identified some prospects, ensure they’re a good fit for your promo solutions. The idea is to turn a long list of potential leads into a shorter list of sales-qualified leads to pursue, the Clari post says.

3. Approach. In this step of the sales process, you should reach out to each prospect individually. Make sure your outreach is personalized. In B2B sales, generic outreach is a surefire way to alienate potential clients. The Clari post recommends using warm calls after interactions on LinkedIn or other channels.

4. Presentation. Here’s your chance to let your promo expertise shine. Highlight how your promo solution can help them solve their specific challenge. Don’t get too caught up in showing off all a product’s features. Instead, the Clari blog says you should focus on building a relationship. 

5. Handling objections. Prepare yourself for what the prospect might say. Try to take a consultative role, the post suggests. Verbally affirm you understand their issues and then suggest potential solutions. Use case studies or client testimonials to alleviate any unfounded concerns.

6. Closing. Make sure you involve all the necessary decision-makers and include the champion in the closing process. The Clari post says you can make them feel heard by addressing any concerns with concrete action steps.

7. Follow up. You’re not done once the deal is signed. You should still check on your client and make sure their needs are met. Try to show how your promo company is dedicated to keeping them happy.

If your team doesn’t already have one, consider creating a documented sales process. It ensures efficiency and consistency, and it can help drive your team’s overall success.

Compiled by Audrey Sellers
Source: The Clari staff for the Clari blog, which covers topics related to sales productivity, account management and more