Let’s back to basic on sales process

Ibelieve, sales are an important part in many industries, especially in the hotel industry where I involve for many years. 

Sales will always be linked into revenue generated.  I would say that Sales is not Sales if it is not turned into revenue.

With technology keeps evolving, Sales continue to expand from traditional sales to digital world.  Shall we move from traditional sales to digital world?  Is this the correct way to generate and achieve the targeted revenue?

I think combining the traditional sales and digital world will be an ideal way. 

At the end of the day, human touch still becomes one of the utmost important factors to build strong relationship, trust and warm environment.  And technology can become the supporting tools to simplify the method and speed up the process.

Here, I want to explore again the back to basic aspects on sales process or it can also be called as Sales Cycle.  I find the cycle is valuable for sales practitioners to always look back on the process, to observe and discover what’s missing in the execution to be able to achieve the targeted result.

1. Introduction

To introduce yourself is the first step when meeting your prospected business partner. Do use the appropriate salutation during greetings, especially if this is the first meeting.

Depend on the culture of the organization, salutation can be very crucial as it shows politeness and respect, while others who have more relax environment can use their first name during discussion.

So, do some observation prior to the meeting to get the right move.

2. Business prospect

Identify the prospected clients background such as, the history, achievement, activities, new development as well as the organization.  Having this information will create more interesting conversation and help to develop bonding.

Through the conversation, we can also find out on the business requirements in order to forward the suitable offer and presentation.

3. Qualifying business

Once you determine the business needs of the client, then we can move forward to do the business qualifying process.

Start with several open questions which mean questions require details answer, not a Yes or No answer.  Do prepare a thorough check list to help during qualifying business and this will help to obtain as many information as needed.

After you have sufficient information as required, do not forget to check on the expected timeline of the client to receive the proposal. This is very important in order for you to measure your dateline and ensure the proposal is ready in a timely manner.

4. Negotiation

The process of negotiation will start when the proposal offered does not meet some of the client’s requirement. What Sales person needs are to identify which part of the proposal that the client is not happy.  This is to ensure that the negotiation process can then be on point.

Offer several alternative solutions to the client’s needs to be able to create more approachable situation.  I will always try to find a win – win solution in which everyone will have a happy ending.

5. Close the deal

We almost reach the final process of sales cycle.  Negotiation is done and all the check list has been agreed.  It is time to prepare the final proposal or we can call it as an agreement letter.

Be sure to mention all points that have been agreed in the agreement and do the double and triple check before sending the agreement to the client for signature.

6. After sales service

This is the last process which Sales person sometimes miss to follow up. During and after the business is completed, do not forget to ask for the feedback.  Positive feedback or less positive feedback from the client can become strong motivation to improve further and even be the best.

This is also the time for Sales person to get an information for any future business prospect.

My writing on sales process will continue to expand to be able to adapt with the current dynamic situation.  But I hope the 6 points I try to elaborate in this writing will give you a useful insight on the sales cycle.

All the success be with you.