The Sales proces

The sales process is a structured series of steps that we follow to identify potential customers, engage them, and convert them into actual customers.

The aim is to optimize and streamline our sales efforts to increase turnover and customer satisfaction

It is about defining and describing what happens in the phases and internally coordinating who does what, when and why.

This increases the chance that the customer chooses our solution - and that we work efficiently and flexibly internally at the same time.

The Sales Process - also called the Sales Cycle, is our agreed guideline and structure we work with from start to finish in collaboration with a customer.

Meaning,, we describe WHAT happens in the phase, WHO does what, HOW we do it and WHY we do it.

When responsibilities and roles are aligned and accepted internally - we can ensure that we handle all leads and sales opportunities in the best possible way.

The typical phases in the sales process can look like this:

 

 

 


  • Lead Generation: Identifying and collecting potential customers (leads) through various methods such as networking, online marketing, fairs, and recommendations.
  • Lead Qualification: Assessment of leads to determine whether they fit the company's target audience and have the potential to become customers. This often involves evaluating needs, budget and decision makers.
  • Contact and Introduction : Initial contact with qualified leads, where the seller introduces the company and its products or services.
  • Need clarification: A deeper conversation to understand the customer's specific needs and challenges. This step often involves questioning techniques to uncover the customer's situation and requirements.
  • Presentation: Presentation of the company's solutions and how they can meet the customer's needs. This may include product demonstrations, presentations or offers.
  • Offer and Negotiation: Preparation and presentation of a formal offer, including price, terms and delivery details.
  • Close the sale: The agreement is formalized and the contract is signed.
  • Implementation and Delivery: The product or service is delivered and implemented at the customer.
  • Follow-up and Support: After the sale, the company ensures that the customer is satisfied and provides the necessary support. This step also helps build long-term customer relationships and can lead to cross-selling and up-selling.

 

 

Aligned processes, delegated responsibility and accepted roles

In order to ensure an efficient and coherent sales effort, it is important to have a common basis and coordinated processes and methods in the sales organization and in the company in general. This entails:

Standardized Sales Processes: Uniform procedures and guidelines for how sales should take place, from lead generation to closing and subsequent follow-up.


Training and Development: Continuous education and training of the sales team/customer facing staff to ensure they have the necessary skills and knowledge.


Customer orientation: A common understanding of the importance of putting the customer at the center, understanding the customer's needs and adapting the solutions accordingly.


Collaboration and Communication: Effective internal communication and collaboration between sales, marketing and other relevant departments to ensure a smooth customer journey.

 

Let us facilitate a workshop where, together with your management, we refine, define and optimize your Sales Process.

With over 20 years of international consulting experience, we have tools and methods that create results in a simple and clear way - every time!

We bring inspiration, motivation, spirit and humor - we challenge and certainly ask "stupid questions".

We initiate and follow up!

Call us today on +45 6013 6633 and get a no-obligation consultation.