The Importance Of Sales In The Sales Process

On average, today’s workers must sell an idea, or persuade a client, boss or colleague at least once in their lifetime. As such, for a long-lasting career in today’s business world, one must acquire extensive knowledge of sales skills and selling techniques. The ability to convince others to use one’s ideas, applications, products, and services, plays an essential role in making a positive impact at work. Additionally, in a client-facing environment, one must understand the nuances involved in convincing clients to make a purchase. Therefore, employers teach various sales philosophies when onboarding new employees into a company. The different sales approaches range from high-pressure to consultative and everything in between. Sales aficionados

Even the most skilled salesperson often misses this stage in the Sales Through Service process. Tenured salespeople can immediately identify a client’s needs and regularly attempt to bypass this step and jump right to solving them. Many consider skipping the questioning phase a rookie mistake that can cost sales and clients, as well as hinder overall revenue for a company. In this step, the salesperson takes the time to ask open-ended strategic questions to learn more about the client and their individual needs. When a salesperson asks the right questions, he/she uncovers the cause of an issue, and offers a better solution for the client – one that addresses their problems, and one to which they cannot say no. For example, travel agents spend a great deal of time getting to know their clients before they make vacation recommendations. They might ask questions like: how many children do you have and how old are they, can you describe your dream vacation in five words or less, and how do you feel about tropical locations. The more open-ended the question, the better the answer received from the client. Once the salesperson uncovers a need, he/she can stop asking questions and begin formulating a client-specific

When used correctly, the steps in Sales Through Service help salespeople close more deals more often and generate additional revenue for their companies. For maximum effectiveness, a salesperson must use the four steps of the Sales Through Service process in order: build a rapport, ask open-ended questions, give a recommendation and close the sale. By doing so, the salesperson lays the groundwork for a positive relationship with the client and sets the stage for the client to make a purchasing decision. Using Sales Through Service does not guarantee that a salesperson will make a deal every time, but it does increase the likelihood of a client purchasing from the company – a step in the right