I am an advocate for developing effective, simple, and measurable marketing and sales processes. But there is one measure to developing a successful sales process that is less tangible than KPIs and Deal Stages...Friendliness.
As a sales professional, your ultimate goal is to close more deals and generate revenue for your business. While having a strong product or service is important, your sales process can make or break your success. A sales process that is intentionally friendly can help you build stronger relationships with your prospects, close more deals, and ultimately drive business growth.
So, how intentionally friendly is your sales process? Here are a few things to consider:
1. Are you taking the time to understand your prospect's needs and goals?
One of the most important parts of any sales process is understanding the needs and goals of your prospects. By taking the time to get to know your prospects, you can tailor your sales approach to meet their specific needs. This can help build trust and rapport, which can ultimately lead to more sales.
2. Are you providing value before asking for a sale?
Another important aspect of an intentionally friendly sales process is providing value to your prospects before asking for a sale. This could be in the form of helpful content, a free trial or demo, or simply answering their questions and providing guidance. By providing value upfront, you can establish yourself as a helpful resource and build a foundation of trust with your prospects.
3. Are you communicating clearly and effectively?
Clear communication is key to building strong relationships with your prospects. Make sure you're communicating clearly and effectively throughout the sales process, whether that's through email, phone, or in-person meetings. Avoid using jargon or complex language that your prospect might not understand, and be sure to listen actively to their feedback and concerns.
4. Are you smiling?
This may sound cliché but, smiling and conveying a sense of happiness is also very important. Smiling is one of the most powerful and influential things a person can do. It is a simple yet effective way to communicate warmth, friendliness, and approachability to others. When we smile, we project a positive energy that can help to brighten up someone’s day and make them feel more comfortable and at ease.
5. Are you following up and staying in touch?
Finally, an intentionally friendly sales process involves staying in touch with your prospects even after you've made a sale. This could mean checking in to see how they're doing, providing ongoing support and resources, or simply offering a friendly hello from time to time. By staying in touch, you can continue to build relationships with your customers and potentially generate repeat business or referrals.
An intentionally friendly sales process is about putting your prospects first and building strong relationships with them. By taking the time to understand their needs, providing value upfront, communicating clearly, smiling, and staying in touch, you can create a sales process that not only drives revenue but also establishes your business as a helpful and trusted resource.