Be ready with an engaging presentation for a smart sales pipeline : –
- Prospecting / initial contact
Quickly and efficiently capturing the company name, contact details, email address, phone numbers and website is the first step in the sales pipeline.
- Pre-approach – planning the sale
You should have a prepared sales pitch for approaching different customers. Prepare a sales pitch based on the customer type, requirements, product specialities etc.
- Identifying and cross questioning
Have your questions prepared to identify the prospects requirements and be prepared to answer all the questions raised by the potential client. List all the probable questions which may arise based on your previous experiences.
- Need assessment
Now that you have understood the client’s needs, you can decide how to meet their requirements and what you are able to deliver. You should then identify the need gap and come up with customised solutions for the client.
Be ready with an engaging presentation, a smart sales person knows how to turn a prospect into a potential client with the sales presentation. Set up a product demonstration to show how your product or service is a better value proposition for them.
- Meeting objections
Your prospective client will make a decision based on the answers of your product delivery, service, prices etc. You have to address all these requirements and be clear on the contract terms and solutions offered.
- Gaining commitment
Once you have addressed all the questions, requirements and objections of the client, it is very important to gain their trust. Show them your previous work, give some client references and testimonials, show them you have the capability to deliver both product and services.
The final step in the sales pipeline is to follow up and close the sale.
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