5 commandments to fail safe selling
Marketing and Sales are two important pillars of any business. Marketing & Sales are always tough nuts to crack. The reason being, Marketing & Sales deal with one of the most intelligent creatures on this earth – HUMANS.
The same HUMANS have observed, learned, and identified different ways of marketing and selling and the following five steps are the Fail Safe Marketing & Sales technique for any B2B company. Looks Interesting!! Let us get the ball rolling.
The 5 Commandments
Excite is the first stage of your success journey. Humans are extremely intelligent but very emotional too. Excitement is a positive state of emotion. It’s all about making your potential customer feel enthusiastic or eager.
It is a proven fact that positive emotions lead to a faster sales cycle because, in the state of emotion, rational thinking takes a back seat. Content Marketing is one of the good ways to excite your customers.
Always prepare the content with the goal to excite your readers who create a positive and long-lasting impact rather than just drum-beating your product.
An excited customer is a great start to selling. It is natural that the customer now wants to know more about your product. That’s where the second stage comes in. Educating customers about your product is your duty. It is always good for a business to have a customer who knows your product beforehand.
The more the customers know how your product can solve a problem, the easier it is to convert it into a sale. Share the knowledge not only about the product but also about the domain, the industry best practices, etc. with no strings attached.
This makes the customer feel more connected and loyal in the future. No need to say, A loyal customer is always a great asset to any company. Lead Nurturing is a good way of sharing the right knowledge at the right time with the right customers. An automated lead nurturing can make the stage of Education simple and effective.
It's the dream of every sales rep to get connected to an excited and educated (about your product and domain) customer. This is a make-or-break stage. It’s the first time that a person from your company is interacting with the customer.
In your conversation, Be precise and clear and just focus on how the customer’s problems can be solved with your product. If this is done right, the trust level of the customer in your company goes high. Opportunity / Deal Management of a CRM comes very handy in this phase.
Capture the conversation and other details related to the customer. This is a one-stop shop for any sales rep to know the complete details of the engagement with the customer.
This is the dream stage of any business. Everyone wants the customers to come to this stage and move on very quickly to the next stage too. By now the customer is fairly convinced about the majority of things about your product and now is looking into the details of the pricing, support, etc.
Make no mistake and keep the required people available for you to give the necessary approvals etc. related to the pricing and other aspects of the deal. The shorter this stage is, the better it is because many competitors keep hunting for customers who are in the advanced stage of buying a product as they can cut through time-taking stages like excite and educate.
Quote, and Order Management System of a CRM come very handy in this phase. These systems are very robust and are designed to handle all the different scenarios of this stage. Note: Not all companies have this step. This can also be clubbed with Step 3 too.
You can take a breather if you reach this stage. It's an awesome feeling to close a deal. It’s important that you take some time to look back at the complete journey of the customer and analyze the things which can be improved.
Most companies take this stage on a lighter side, but great companies take this stage very seriously. Surveyor Review Management System comes in handy in this phase. Gather the data which can help you drive better decision-making in the future.
I am of the opinion that we are living in the best era of business. Technology was never this friendly to business as it is today. Technology gives your business the wings to fly high (i.e. above the borders of states and countries) and achieve bigger goals with ease.