One of the first concepts for how to sell to customer was created in 1925 by Edward Strong in his book “Psychology of Selling”. The model described customer’s purchase process in four steps: Attention, Interest, Desire and Action, shortly AIDA. This model is good for understanding what steps customers go through in their decision process. It fits for consumers and simple business scenarios. This well known but also old AIDA-model can be too simple for more complex business to business sales scenarios though.
Customer’s interest can be split also to five “why’s”: listen, care, change, you, now? These why’s are linked to a corresponding sales stage. From our opinion Trish Bertuzzi’s view for the sales process is more modern and we will look into it later more deeply and compare it with other processes. You can read more about Trish on here: https://www.bridgegroupinc.com/trish-bertuzzi
Sales process has several value added steps towards a predetermined goal which is a sale. Almost every business has their own sales process which dictates how their sales operations are managed. In the market there are many CRM softwares, which work as sales tool for the persons who are working in the sales. SalesFollow is designed to allow you to design any sales process steps you want. You can have just dynamic sales flow without any preset steps which is built in on our FREE and TEAM plans. If you want to create a more structured way to follow up the status of your lead you can create a process with steps from prospecting to closing (or any other steps you want).
There are lot of theories what should be the steps on sales process. We will talk about one example here from Trish Bertuzzi. She has created a five step sales process that links the customer behaviour with the corresponding sales stage. Also in this model customer’s behavioural change is listed on the prospect columns. This model shows five “why-questions” customer is having in his mind during the sales process. This model is pretty much state of art and modern from 2016!
In the next table we have illustrated the question what customer is asking on the different sales stage.
before sales action
|Prospect after the sales action||Sales stage|
|Why Listen?||Crazy busy||Curious||Introductory meeting|
|Why care?||Curious||Interested||Discovery call|
|Why change?||Interested||Active||Pipeline opportunity|
|Why you?||Active||Committed to you||Forecast opportunity|
|Why now?||Committed to you||Committed to now||A Win|
The column on the right Sales stage is the lead status which we can offer to you in our lead tracking on Salespipe. Hope this article helps you, try out your sales process with our Salespipe feature with Business plan!