Every sales representative is typically responsible for the management of his or her sales funnel. Good sales representatives generally show the characteristics of the organization including enthusiasm, product knowledge, good personal sales, ambition, selling skills, trustworthy, and respect for others.
The sales funnel can quickly show what adjustments should be made within your sales function in order to assure you will make your sales goals. This could mean you need to make an adjustment in your marketing activities sales training is needed, or other activities to keep things running smoothly and in balance. Let’s have a look at managing the sales funnel and the sales pipeline.
The sales funnel includes the following steps:
1. Your total prospects 2. Your total current customers
You will need to identify and make a list of potential clients. Sales representatives find out the names of prospects using a number of sources including mail lists, trade shows, available databases, public records, and existing sales records.
Before you engage in the selling process, sales reps should first analyze all available information about a prospect so you can understand as much as possible as possible. The sales reps can also develop a groundwork strategy for the sales process.
5. First Discussion 6. Development of the proposal
This approach relates to the sales reps direct contact with the prospect. This is when the sales rep meets the prospect, introduces themselves, establishes a rapport, and learns more about the prospect.
7. A presentations is made
During the selling process presentation, the sales rep will talk about the product in a way that identifies the prospects needs and wants. Sales reps should let the prospect do most of the talking and they should also know how to overcome any objections that might arise.
Closing a sale occurs when products/services are delivered to the customer, who is satisfied with the products/services and then offer payment. will define closing as asking for the order and adequately addressing any final objections or obstacles.
11. Written orders received 12. Deliveries made 13. Payments received 14. Follow up action plan.
Too often follow-ups are overlooked yes they are a vital part of your selling process. When an order is received, it important that the sales person follow-up to ensure the product is received in the condition it should be and at the correct time, that it is properly installed, and that the customer is happy with the process. Your sales and managing the sales funnel are all critical to the success of your business so don’t delay!
