How to transform a lead into a closed client?

Well, honestly, there is no specific recipe to achieve it. 

But there are a few most believed tactics.  

One of which is the Sales Process!  

Now, what this rosy-sounding Sales Process is? You might be wondering. 

So, Let's get into this. 

In general words, you can take the Sales Process as a predefined recipe that your mother always uses to prepare your favorite dish. In the corporate world, you can call it the flowchart or blueprint of Sales that a company or an organization follows. 

So now when you know what Sales Process is. You might be having doubts like What comes under this Sales Process? How it benefits? And much more. 

Don't Worry! We will pick and have a glance at each point step by step.  

7 Heroes of Sales! 

For every client, one follows these seven basic steps for a happy, satisfied win-win situation, which includes:  

1. Prospecting

Prospecting is the primary essential step for finding potential clients interested in the offered deal or service. Then, you can acquire different ways to make that work for you. Everyone follows their way to generate leads. 

Think of it as a salesman searching for leads door to door to sell his product or a freelancer browsing LinkedIn and Quora to serve potential customers. After finding the lead, there comes the next step, which we call lead qualification. 

2. Lead Qualification

There is a hidden step of market research where the Salesperson configures the requirement of the potential client. 

Heading towards the next lead Qualification stage, the Salesperson knows that the lead needs their product or service.

Still, another main question comes: what are the lead requirements and will the authority pay their desired amount. In simple words, it's all about configuring the need and budget of the lead. There can be two possibilities in this step: 

          A) The potential client won't agree on the budget and will leave. 

          B) The potential client will agree on the budget. 

If the result is A, the Salesperson will again jump to the first step to find the new lead; otherwise, the Salesperson will move to the following sale process. 

3. Company Research

After the lead is finally qualified, there comes the Company Research. Again, clarity matters the most to accomplish any commitment. If you are clear, then you tailor better. 

So, to get the flavor of the client's choice and needs, it's crucial to carry deep company research. One of the healthy benefits of Company research is it leads to a more positive experience to prospect, which eventually increases the chances of closing a deal. 

4. Pitch

Your Presentation matters the most as your entire business depends on it. The way you pitch your clients decides the future of the deal. To favor a compelling pitch, be prepared with the keen research of the product or service. 

Practice an effective questionary to prepare for an effective sales pitch. Your pitch should be easy to understand, transparent, effective, and productive to seal the deal. 

5. Objection Handling

There might be a time when your prospect might not agree to your idea or approach or negotiate the budget, and there comes the masterstroke where you might require to tailor your concept and strategy to win the client. 

This step is challenging and exciting as both the prospect and rep get most of the queries resolved during this process. So, you must observe and implement it appropriately.  

6. Closing

Closing is the step where the client decides the deal. Closing is the step for which we follow the initial five steps, and every Salesperson wants to achieve it. Here main things, like how the client will pay, additional requirements, etc., are finalized.

Finally, the deal is sealed and passed to the account manager of the customer success representative for further proceedings.  

7. Nurturing

In this step, the Salesperson nurtures the client for the future, which means the Salesperson's work doesn't end at closing. The Salesperson has to make sure that the client receives the outcome that they desired.

In this way, the Salesperson sustains the client and keeps on communicating with them for future benefits. 

Jumping to Why Sales Process?

A well-drafted sales process maintains the flow and transparency that every Salesperson in the company follows. 

Having a defined sales flow aids in a quick sales process with tried tactics leading to a progressive outcome.  

Your sales process can either make it or break it. So, choose wisely. In case of any queries or suggestions related to Sales camp CRM software or sales, reach us via the contact form below. 

We would love to hear your experience with sales and tactics. 

Happy dealing!