Every sales workflow inadvertently has one common goal – reaching out to the buyer. It all starts with making a lot of calls or contacting a lot of people with a hope that you will meet the perfect buyer – one who truly needs your product and who will appreciate after using it.
This perfect buyer has been now identified to a great extent – thanks to all the efforts of the marketing heads. Who is likely to buy is the first place where most organisations start? What will help them buy? More information. This information is almost crafted in detail for the minds of these buyers.
Armed with all these tools, the sales people get in touch with a list of buyers who they think are the most likely to buy. And what happens then?
No. Just conversations.
This is the most crucial part of the sales workflow which cannot be automated and holds the power to make or break the deal. Most buyers reveal their interest level at a surface level. Are they being elusive about the next appointment or hesitantly agreeing to an appointment since they don’t understood how your product fits in their scheme of things? Getting such information means tapping the mind of the sales member who spoke first to the buyer. Inspite of such criticality attached to these conversations, hardly any gets recorded.
Not catering to the nuances of conversations definitely means a loss in business. If there are very free closures after the first few appointments with most leads, most organisation wake up to a reality that something is amiss.
Capturing these conversations can help put a finger on it.
– If every interaction is recorded and the nuances are captured very informally for the next sales member, it would create a seamless experience for buyers. Knowing that the seller understand their space & takes note of the small things brings in the trust to form a relationship.
– Sales people often use interviewing skills, listening skills and instincts to gauge a buyer to create a pre-closure relationship. Sharing the nuances in their conversations with other team members offers great opportunities for them to learn good sales practices.
– For sales people who voice out that the conversation does not seem too promising, such a platform would draw good-spirited advice from experienced seniors.
– The atmosphere for a sales team is full of pressure & high spirits generally. Having a system in place which eases this pressure and solves the mystery behind successful sales will only create more positivity for the overall atmosphere.
Although sales & marketing teams have created wonderful tools and systems to create the perfect sales experience for the buyers, there seems to be room for some more. Please enlighten us with your thoughts on the power of conversations and its place in the sales workflows.