The Art of Selling

Whether you enjoy selling or not, it is an essential part of entrepreneurship. Continuous sales efforts and strong client relations generate the revenue and profit a business needs to survive.

The Sales Chain

The sales chain model outlines four phases of selling with specific tasks in each phase. It can be helpful to break down the selling process into specific tasks to analyze where the entrepreneur’s strengths are and where outside assistance is needed.

Phase 1: Preparation of the Sale

The initial phase of the sales chain is all about preparation. There is no contact with the customer.

Sales Planning involves market analysis, customer interviews, and identifying target customer segments.
Lead Generation focuses on online research and creating lists of potential customers.
Sales Materials involves creating materials such as brochures, sale sheets, and presentations. It may also involve collecting customer testimonials or references.

Phase 2: Opening of the Sale

The second phase of the sales chain is characterized by an outgoing and investigative process. The goal is to engage in activities and to build relationships that open doors and provide introductions to potential clients.

Networking involves going out to connect with potential customers at conferences, networking events, and one-on-one meetings.
Client Dialogue involves telemarketing, personal calls, and sales emails.
Client Meetings refer to consultations where you meet with potential customers.

Phase 3: Closing of the Sale

The third phase focuses on closing the sale. Building trust with the customer is an important part of this phase.

Presentation and Offer is when the estimate, proposal, or offer letter is sent or presented to the potential customer.
Negotiation involves negotiating terms and preparing the agreement.
Invoice & Contract is when the agreement and invoice is sent to the customer.

Phase 4: Customer Retention

The fourth phase of the sales chain is all about sales maintenance. It focuses on keeping and building relationships with clients.

After Sales refers to service arrangements, installation or training, as well as manuals or documentation.
Client Care involves staying in touch via email marketing, social media, or other forms of communication. It may also involve a survey or evaluation process.
Repeat Sales involves staying in touch to remain top of mind and sharing information to encourage repeat sales.

Competent Sales

To improve salesmanship, the entrepreneur can identify strengths and weaknesses. Strengths can be maximized and weaknesses can be improved. Perhaps, you find yourself best at closing the sale but need someone to help with networking and opening the sale. It can also be beneficial to plan actions and initiatives to improve the sales tasks that you lack in your business right now.

Getting Started with GrowthWheel

If you need help preparing, the first step is connecting with a GrowthWheel Advisor. Mark Johnson, the Executive Director of the Technology Innovation Center, is a Certified GrowthWheel® Business Advisor.

Once you have connected with an advisor, he/she will send you a 360 screening. After completing the screening, your GrowthWheel Advisor will recommend decision sheets to help guide decision making and create a 30-60-90 action plan that outlines the decisions and timeline.

Send us a message today to get started!