Close More Sales by Automating the Sales Process

There’s nothing more important to your business than staying on top of the sales process.  Missed deadlines and late follow-ups can and often do lose potential business. Understanding and staying on top of your sales process is the only way to avoid this problem.

The sales process begins once you’ve identified a lead. From this point forward, you will move forward with the client through a series of steps. This series of steps is most often referred to as “The Sales Pipeline”. A lot of people also use the term “Sales Funnel”. I prefer to says sales funnel because it provides a pretty good visual image in regards to how the sales process works.

You start off at the top, pouring as many leads into the funnel as possible through your advertising and marketing efforts. Of course, not everyone who enters the top of the funnel comes out of the bottom. (Meaning not every lead you find will purchase your product or service.) Every sale you make must progress through a series of steps. Every time you complete a step with a potential client, that client “flows” further down the funnel, towards the completion of the sale.

The steps in the Sales Process

Companies that sell high end and/or expensive products and services tend to go through a longer sales process, much as is listed below. It is only natural that when a potential client needs to make an important decision that there are more steps and a higher level of need for detailed information throughout the sales process. Retail stores and those who sell inexpensive products tend to have a shorter sales cycle.

The databases recommended for sales process automation, below, suggest that you consider using the following steps. You can, of course, change and customized the database to meet your needs.

Initial Opportunity: An Initial Opportunity is a new opportunity to make a sale. For example, a client contacts you through your website with an inquiry regarding one of your products.

Initial Communication: You take up a conversation with this individual by phone, or possibly through email.

Fact Finding: First and foremost, you need to determine whether this individual with who you’re in touch is a “qualified lead”. In other words, will this person’s needs be fulfilled through the purchase of your product or service, and can they afford to pay you?

In addition, if you’re offering high end products or services, the fact finding process can be lengthy. This “discovery” process is critical to those who offer programming, engineering or consulting services.

Proposed Solution: Offering a solution to meet the customer’s needs. For example, a building contractor may suggest (and bid upon) replacing or reinforcing the foundation of a sinking home.

Negotiation: The process of agreeing upon the work that is to be performed as well as the amount and the terms of the payment.

Contact Signed: All Right!

Customer Declined: Take heart. Continue to add and move new leads through your sales funnel. More than anything, sales is a numbers game. In other words, the more potential clients there are that are moving through the sales process, the more likely it is that you will make additional sales. (To a certain point, of course. You can only work with so many people at one time and still be able to remain effective.)

We Declined: Not every customer that is willing and able to purchase your services will make a worthy client. The earlier on you identify a troubling relationship with a client, the better.

Recommended Sales Process Automation Software

There are two database programs on this website that can be used for tracking, managing and staying on top of the sales process. There are both free and paid versions of both programs on this website. Both programs were created using Microsoft Access. Also, both programs will run using the free version of MS Access.

Sales Pipeline Database for Microsoft Access: The Sales Funnel Database for Microsoft Access is a simple, easy to use program that can be integrated into your existing database or used as a stand alone program. This database provides only and exactly what you need to effectively work your sales funnel.

The SalesTrack Database provides a comprehensive yet easy to use solution for sales tracking and management. It allows you to track and manage sales leads, tasks and appointments with ease.