As you deal with more customers every day, you are always probably thinking about growing your business by closing deals faster than expected. Irrespective of the method that you use in order to close deals, it is high time that you realize that the buyer is having more control on the sales than you. As the customer goes through different stages, he or she discovers your product or service and attempts to understand the value that it brings to their life. Since the customer makes the purchasing decision here, you need to see the sales cycle as a the journey of the buyer more than anything else. With the journey of customers becoming more dynamic with every passing day, predictions often go in vein. And perhaps that is why you need to focus more on making it a journey rather than a sales cycle. Here are a few ways in which you can make it more of a journey for the customer rather than a mere sales cycle:
Mapping the Stages: In order to be able to make it a journey for buyers, you need to map the sales process along with what the customer is seeking to accomplish. The most important part of the map needs to be the goals that you looking forward to accomplish. With this framework, you will be able to align your goals with the needs of the customers, thus making it a perfect reference for you to go back to at the times of hardships. When leads take more time to confirm the deal, you need to get back to this framework to see what is going wrong. Mapping also helps you to have more meaningful interactions as you try to resolve their issue while trying to reach your own target. Once you create a robust map, you will also be able to craft an engaging strategy that is adept at accomodating the needs while taking you on the path of growth.
Providing Value: It is absolutely important that you provide your customers with value more than anything else. Once you have a map available at your hand, you will be able to provide each of your customers with value that they seek for. At this stage, it is crucial that you think beyond the capabilities of your product. You should have insights on how this product will help you to solve the problems already being confronted by the customer. In order to be able to have help from the buyer, you need to prove that your product has the capacity to help them in return. With this approach, you will be able to bring in more value in conversations and make an impact in your business.
Identifying Resources: You need to come up with resources that will make your customer’s life easier. These resources can be solution guides, expert advice, product specifications and so on. Once you understand your customer better, you will able to realize when you should use these tools to make it more relevant to your customer. You also need to think in terms of whether trials or checklists will help your customer to make a decision. Every time you come up with a strategy, you need to think about the time when it should be pushed. The key to make the sales cycle a buyer’s journey is your commitment for change and selecting the right solution to address the issue at hand. You might need to offer peer comments and opinions of experts as well in order to mitigate the concerns of the customers.
Testing the Effectiveness: Before you implement the strategy, you need to test the effectiveness of your strategy by running a pilot survey. You could use a handful of expert and high performing sales representatives for this survey in order to understand whether your sales funnel is really effective or not. The entire idea of doing this survey is to have feedback and make revisions to the sales process if needed. Before sending these professionals to the customers, you should consider training them regarding how to take resort to the guidance in order to make the sales process a buyers journey. Experienced sales representatives are always adept at understanding the effectivity of the strategy and their feedback should be considered as the most valuable one.
Invest in Training: It is absolutely mandatory for you that you invest in training your sales representatives. Once you have a proven path to make your sales cycle a buyer’s journey, you need to invest in training the sales representatives. Without adequate training, they will not be able to translate the guidance into action. They will be able to make a difference only when they have a comprehensive understanding of your goals and strategies. You should consider to make a digital version of the guidebook available to your sales team. With easy-to-grasp content offered in the book, you can train the representatives at ease. This will help you build the army who will ultimately work on the forefront to bring more growth to your business. The creative matrimony of arts and science is the key to success here. You should also consider using sales crm for automating repetitive tasks that will otherwise waste the time of your sales team.