Here are the 5 essential steps to Creating a Win-Win Sales System 

By: Rosy King @ Corporate Training Options, Australia

When you create a win-win sales system in your organisation, you are also creating a formula for success.  A simple, easy to follow sales system allows your sales process to become automatic.  You put it in place, you learn it well, then you repeat it automatically.  It becomes a habit, which leads to profitability and growth.  And although you won’t close every sale, your chances of success are greatly increased.  Plus, every sale becomes a win not only for you, but also for your customer. And that leads to repeat business from satisfied customers down the track.  Win-Win!

The five essential steps to set up your Win-Win Sales System are:

1. Prospecting
2. Connecting and Qualifying
3. Showing that your product or service is invaluable
4. Addressing any doubts
5. Closing the sale – you win & your client wins

Having a great sales system that fits into your business model will also give you other great flow on benefits.  These include

• increased customer satisfaction and retention
• happier, more fulfilled staff
• improved cash flow
• the ability to explore and implement new product lines
• your organisation runs more efficiently
• the business grows and prospers at a faster pace

Using the following steps to create a win-win sales system will provide you with a sales tool that is easy to follow, easy to learn and easy to repeat, again and again.

1. Prospecting

To find new clients who require or desire your products or services, you need to continually prospect for them.  You’ve heard about the Sales Funnel?  Well, continual prospecting is what keeps it full.

Prospecting is a crucial stage of the sales process.  Potential customers are everywhere, however, you need to know where to research and what to search for, both online and face to face, via networking events, business meetings and so forth.

We recommend starting by creating profiles for your existing customers.

• Who are your best customers?
• What are their ages, genders, income brackets?
• Where are they located, where do they live and where do they work?
• How did they find you?
• What benefits do they desire from purchasing your product or service?

Then consider the best marketing tactics for these customers.

Each business is different. One marketing campaign may be a great form of prospecting for new clients for computer hardware products, however, could be less effective for informing business clients about online coaching.

So consider your services, and who your clients are and what they want and desire, before deciding on how you will market to them.

2. Create a Customer Qualifying List

Before you start your phone or online campaign, make sure that you are pitching to the right person.  You need to connect with your potential customers and qualify their enquiries.

• Are you talking to the decision maker?
• Are they your ideal client?
• Do they have the budget to purchase your product or service?
• Do they need your product or service?
• How will it benefit them?
• Do they have any other limitations that you need to know about?

The best method of qualifying potential customers is to do your research and create a customer qualifying List.  Use this to list the questions you need to ask, to ascertain whether this person or company will benefit from using your products and services and whether they are the right customer for you.

3. Show that Your Product or Service is Valuable to them

Once you have a prospect interested, the next step is your sales presentation. The presentation needs to show a clear solution to your customer’s problem.

Researching and preparing your presentation is a key sales process. This may be done in person, by phone, online or via email. Ensure that this step of the process shows your potential customers what is it in for them, how they will benefit and what the results may be if they don’t do anything.

4. Address any Doubts

Potential customers who call or enquire about your products or services may not know anything about your business. This is why you need to know your products and services really well, and be prepared to answer any questions that do arise, professionally and confidently.

Listen carefully to your customer’s concerns and address them. Remind them of how your product or service will benefit them. It may be a cost or time saving benefit or new technology to improve their productivity or performance.

Really listening to your customers will not only help you to convert more leads into sales, it will give you more information about your customer’s problems and needs.  You can then use this information to streamline and update your lead generation, marketing, qualifying and future sales processes.

5. Negotiate an Agreement

Closing the sale is a vital part of your sales system. No matter how good your sales presentation and your rapport with the customer, in the end, you need to ask for the sale.

People skills and building rapport is paramount here – show empathy for their problem and provide a solution to it.

Also, ensure all of the customer’s questions have been answered before you ask for the sale.  If they still hesitate, ask them what the issue is, address it, then ask for the sale again.

Different methods of closing work for different salespeople.  Having a time restricted offer for instance, can greatly improve your closing rates.  You may also wish to reiterate your product guarantee or after sales service.

The sales closing process should never be aggressive, and your customer should always feel comfortable.

Conclusion

Every organisation needs a win-win sales system.  The system should provide quality leads, qualify enquiries, answer customer questions and confirm your product or service is the best solution for them.

In the Corporate Training Options Sales course – Sales – Prospecting, Qualifying and Completing – we work with you to create a win-win sales system for your organisation that will see you increase sales and create greater profit margins for your business. We work on the skills of prospecting, qualifying and completing sales, to improve both your bottom line and your customer satisfaction rate.

The CTO Sales Course – Sales – Prospecting, Qualifying and Completing – is ideal for those new to sales and also to update the skills of experienced sales staff.

Enrol online today or for more information on the range of Sales Training Courses available, please visit the CTO website – cto.com.au

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About Corporate Training Options

Corporate Training Options is a Business Training Company, which provides you with training in essential business skills via customised, onsite courses Australia-wide.

The courses provide a cost-effective way of ensuring you and your staff develop strong skills in:

• Leadership & Management
• Strategic Business Planning
• Project Management
• Marketing & Sales
• Customer Service & Relationship Management
• Business Administration
• Finance & Accounting Skills
• People Management & HR
• Computer Training

CTO’s Training courses are tailored to meet your requirements, and your training is provided on-site, on dates which suit you.

We look forward to working with you, to build your confidence, improve your efficiency and maximise your potential.

For more information on the range of Business Training Courses available, please visit the CTO website – cto.com.au

Rosy King

Corporate Training Options

Professional Training  –  Exceptional Results

training@cto.com.au

cto.noesis.chat/

1300 667 660