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Attract the Right Job or Clientele:

Follow the Sales Cycle to Improve Business Growth

While most people are not ‘officially’ in the sales profession, anytime one desires to communicate their ideas and make requests successfully, it’s vital to know the elements of the sales cycle to be successful. My recent experiences receiving a professional proposal from various vendors were mind-boggling. I wanted to know whether the companies provided any training before sending representatives into the field to meet with prospective clients but kept the question to myself. 

Accordingly, our blog, ‘Follow the sales cycle to improve business growth,’ will hopefully shed light on approaching prospects more effectively so that they select you as their preferred vendor. Last, note that much of the information below applies to any communication whereby you want to ‘influence’ a decision on your behalf.

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Follow the Sales Cycle

Image via Geralt, Pixabay

Omit Surprises

When we needed a new system, appointments were necessary for technicians to visit and offer a proposal. The first company arrived and, after a complete review, provided a proposal. The second company I called wanted an upfront fee before the visit to appraise what was necessary, and I declined. 

The third company sent an experienced technician at no charge. However, he revealed that a team member would need to come to give his appraisal. At the end of the appointment, to my disbelief, he asked for a consulting fee, which he had never indicated upfront.

After the technician left, I called the company to let them know that asking for an appraisal fee is unprofessional. Moreover, I indicated it was dissuading my willingness to proceed. Executive professionalism superseded all expectations—they subtracted the amount paid from the total proposal and, without my asking, added more credits, influencing my decision to move forward.

Effective Communications

All conversations must be professionally friendly, whether a sale awaits in the background or not. Marketing professionals speak of ‘influence.’ The concept refers to attracting another to your communication by asking questions; their questions indicate which direction interests them the most and how to proceed.

Starting the Conversation

It’s critical to research the business and the people behind it before an appointment. Questions will come to mind, so take note of asking them during the meeting. Similarly, if you are working with an entrepreneur, check professional social media platforms such as LinkedIn to understand how they approach work.

The worst approach is to begin by focusing on what you are selling. To encourage a more in-depth conversation, the better method is to inquire about what caught your prospect’s attention and take the time to meet with you.

Establish Transparency

My motto is, ‘Trust is the soul of sales.’ It is critical to stop the conversation when we hear an unfamiliar word or concept to request an explanation. The benefit is that few people will admit what they don’t know; accordingly, you will gain a checkmark to advance to the next step.

Create An Exchange of Questions 

My approach to getting to know someone is to first thank them for their time and then inquire what caught their attention so they would take the time to talk. As the conversation continues, surprising remarks may arise; it’s best to politely interrupt and ask how the situation came about and how they resolved it.

Influence and Intrigue

Sometimes people will make a remark that brings a fond memory to mind. Although most do not dare to do this, stopping the business portion of the conversation for a minute to share the experience will help advance influence and the possibility of a sale.

Ask More Direct Questions

As the conversation appears to increase with energy and enthusiasm, ask what else the person might need to know before deciding. Also, ask about their budget to ensure you can meet their expectations. Next, be certain to request their timeline for moving forward. 

At the end of the meeting, be direct and ask if what you have to offer appears to meet their needs and if they have other questions or desires regarding what to add to the forthcoming proposal.

After the Meeting

Recalling the conversation as best you can, we often realize that we omitted a specific question, and that can be good! Why? 

Upon checking in the following morning, convey that you were thinking about the conversation and realized you forgot to ask a critical question. Once again, honesty is apparent, and the fact that you like to dig deep vs. jamming a sale encourages prospects to ask, ‘How soon can we get this done?’  Arrange a new meeting to complete the transaction.

Embrace the Ongoing Sale

Last, drop the words ‘Close the Sale’ from your vocabulary. Otherwise, without realizing it, clients will begin to believe you made the sale and the door is now closed. Check-ins after the sale are critical to ensure satisfaction exists on all levels. The bonus for taking the extra time for insightful conversations is that the process often leads to additional business and sometimes referrals.

Conclusion: Follow the Sales Cycle to Improve Business Growth

Working with the best interests of each client in mind typically leaves the door open for ongoing business. Earning a returning and referring clientele defines the Smooth Sale! 

For more Insights, visit Elinor’s Amazon Author Page

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“Believe, Become, Empower“

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‘Inspired’ is a full-feature documentary that empowers viewers to rewrite their past and live more inspired lives. The film debunks the teaching that people fear the unknown and demonstrates that we fear history repeating itself. Viewers will learn the principles and witness case studies to live abundant and inspired lives. The recordings will be around mid-2025. Apply today by clicking this link, as right now, the producers are selecting the people who are fit to have a central role in the film and sponsor the production. 

Be Inspiring!

Sales Tips: How to Strategically Build Top-Tier Teams

1.. Commit to your long-term vision for accomplishment(s) and share details with your staff to stay on track and enjoy business success. 
2. Always consider the greater good of staff, business connections, and your community so that everyone can feel the ‘win.’
3. Keep client goals, priorities, and values in mind when in conversations and ask meaningful questions throughout each meeting.
4. Test specific new strategies, and again ask for input from clientele, and your staff members, too.
5. Never underestimate anyone’s novel ideas; remember that each person and country operate differently.
6. Share favorite learning moments with staff, prospects, and current clients to improve client engagement and business growth.
7. Always seek out new ideas to improve staff engagement for business growth.
8. At the end of all communications, ask team members involved if they have questions to ensure clarification.
9. ‘Don’t give up – find a better way!’
10. Celebrate Success!

Today’s insights are provided to help you achieve the Smooth Sale!

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