Las 5 fases del proceso de venta - Aprende a Vender

Summary

In this video, Gonzalo Caro, founder of Gestión y Venta, explains the crucial stages of the sales process. He emphasizes the importance of understanding each step, from prospecting and qualification to presenting offers, following up, and finally closing the sale. Caro addresses common mistakes, like focusing on closing too early or not properly qualifying leads, and stresses that success in sales is about informed, methodical actions. He also highlights that a strong sales process is a key factor in achieving a high conversion rate, helping both beginners and experienced sellers improve their approach.

Takeaways

• 😀 The sales process is crucial to understand in order to avoid common mistakes and close sales successfully.
• 😀 Success in sales is not about being inherently good at selling, but about having the right information and knowledge about the sales process.
• 😀 The first step of the sales process is prospecting, which focuses on promoting your services and finding new leads, not closing the sale.
• 😀 Prospecting is vital because it feeds the sales funnel with potential customers, and without it, there is no sales process.
• 😀 The second stage is qualification, where you determine if a lead has the need and means to purchase your product or service.
• 😀 Not all prospects should move forward in the sales process; those who don't need the product or cannot afford it should be filtered out.
• 😀 In the qualification stage, it's important to understand the customer's real problem or need before offering a solution.
• 😀 The offering stage involves presenting the benefits of the product as a solution to the customer's problem, not just its features.
• 😀 Following up with prospects is essential because the majority of sales occur after multiple contacts, not just the first one.
• 😀 The closing stage is where the final deal is made, but understanding the entire sales process is crucial to avoid mistakes in closing, such as improper qualification or insufficient follow-up.

Q & A

What is the main purpose of the sales process?

The main purpose of the sales process is to guide potential clients through different stages, ultimately leading to a closed sale. It ensures that all necessary steps are followed to increase the chances of success and avoid errors.

Why do people often struggle with sales?

People struggle with sales because they may not understand the sales process, lack sufficient information, or have not studied sales techniques. Sales success often requires understanding the process and continual learning.

What does the sales funnel represent?

The sales funnel represents the stages of the sales process, starting with many potential leads and narrowing down as they are qualified, with only a few reaching the final sale. It illustrates the conversion rate from prospect to customer.

What is the role of prospecting in the sales process?

Prospecting is crucial because it helps generate new leads. It is about reaching out to potential customers, promoting the service or product, and identifying new opportunities, without the immediate expectation of making a sale.

What should be the focus during the prospecting stage?

During the prospecting stage, the focus should be on identifying new leads, making contacts, and promoting the product or service. It’s not about closing sales yet but gathering potential customers for the next stages.

Why is qualification an important stage in sales?

Qualification is important because it helps determine whether a prospect has the need and the financial ability to purchase the product. This step ensures that efforts are only spent on leads that are likely to convert into a sale.

What factors are considered during the qualification stage?

During qualification, factors like whether the prospect needs the product, if they have the financial means to buy it, and identifying their true problem are considered. This helps decide whether the prospect should move forward in the sales process.

How does understanding the customer's problem impact sales?

Understanding the customer’s problem is key to offering the right solution. It allows the salesperson to present the product in a way that addresses the customer’s specific needs, making the offer more compelling and relevant.

What should be emphasized when presenting an offer to a client?

When presenting an offer, the focus should be on the benefits of the product or service and how it solves the customer's problem. It’s not just about features; it's about how those features benefit the client in practical terms.

Why is follow-up critical in the sales process?

Follow-up is critical because it increases the chances of closing a sale. Many sales require multiple contacts, and statistics suggest that a significant percentage of sales are made after the fifth or twelfth contact with the customer.

How can issues in closing a sale be addressed?

If a sale isn’t closing, it's important to review earlier stages in the process. The issue may lie in improper qualification, incorrect understanding of the customer’s needs, or insufficient follow-up. Identifying and correcting these errors can improve closure rates.