Product Engineer’s Guide to Top the Sales Chart

sales and marketing

Making the best of business processes can help you streamline completing even the most complex tasks in the most comfortable way. This also makes your employees more productive, efficient, and accurate without burdening them with the stress of constantly reviewing their roles and interactions with the customers.

 When we talk about delivering perfect results, we cannot take credits away from product engineers. From conceptualizing the basic idea to studying the market for what would work the best, it is product engineering experts and their well-planned strategy that gets on the table the best results. 

Once the product is out there the next in the line is the sales process. The advantages of a well organized and perfectly guided business process apply even to the sales department as well. Your business is already in a win-win situation if you strategy your business, sales representatives, customers, and products or services. It is all your business needs to boost conversions, close more deals, and ensure all of your reps are providing customers with a consistently positive experience (No matter who the prospect is).

Here’s what the experts at a renowned product engineering company  around the world have to say about the sales process that your teams need to stick to strictly. 

7 Stages of Sales Process for Great ROI

1.Prospect Leads

When a product engineer gets to work, the first conceptualizes the basic layout from various alternatives. Similarly, before you begin, you need to find your potential customers. It is important that you are aware of the fact that you would need to deal with hundreds of prospects out of which a few may take the process further. 

It is important no matter how many people turn you down or skip their commitments you need to be committed enough to try again. Generating leads is not easy. You need to research and find if the person is genuine and what are his requirements. You can make use of professional apps like LinkedIn to find the right people who would love to collaborate with you for mutually beneficial results. 

2.Initiate Lead Generation

The next important step is to be fulfilled by the reps. It is now their turn to initiate the information gathering process of early-stage leads. Also, it is here that it is decided if a certain lead is a good fit for the business or not. It is important that you are prepared with a basic questionnaire that would help you identify if the lead you are spending time on would generate revenue or not. 

1.Their role in the organization they are associated with. 

2.Daily work schedule. 

3.Problems their product is trying to resolve. 

4.Why is it a priority?

5.Alternate solutions they are considering. 

These questions would help you understand your lead’s position and understanding of their business for your own good. You can easily further communicate what needs to be worked on and how. 

3.Research Lead’s Business

Now that you have an understanding of your lead’s business and the solutions they provide, it is your turn to take up the charge. Research the business well. Speak to the employees associated and ask questions about mergers and acquisitions. Tell them to share their issues and also in what aspects do they think the product can be improved. According to the experts, a good salesperson understands the business more than just the prospects. When you understand your clients’ business better, you can pull off some inside jokes making you a more reliable business assistant to take various projects further. 

4.Presentation of Your Business 

This is surely going to be a herculean task. It would take a lot of your time and effort to convince your new prospect about your business and the solutions you offer. Share with them how important and unique your business solutions are and how well they can blend with the prospect’s business. It is also important that you focus on sharing your achievements and how you have helped other businesses with similar solutions. Also, define how your team would personalize the solutions and deliver results that are worth the investment. Winning your clients’ confidence is the first thing you need to focus on. Once you get them to trust you, you can motivate them to partner with you. 

5.Deal Objections 

No doubt your prospect is going to face some issues with the kind of presentation you make. No prospect is convinced in the first go, says an expert sales manager. Instead of forcing your solutions on them, listen to their questions and doubts. Try to clarify what exactly you mean and how you want to proceed further. Answer all their queries clearly and see what you can offer them. 

A well-experienced rep would do the research part before the presentation itself. They would anticipate some of the major objections and prepare themselves to deal with these in a smart way. 

6.Seal the Deal

Now that you have moved this far with your prospect tell them how things would work. This is a big step and the action here is different from company to company.  You may discuss quotes, negotiations, proposals, or achieve the buy-in decision of the potential clients.  This is a step that needs to be taken care of very seriously. The deal should clearly state the mutual benefits of both parties clearly. 

Closing the deal is an important stage of the sales process. 

7.Communicate Further

One of the final stages of product engineering is communicating about your product with your potential customers. Here also adopt a similar approach. Don’t leave your clients isolated once the deal is closed. Speak to them after that too. Share with them any advancements introduced. Take regular reviews and make sure they receive what they have paid you for. After delivery support helps you build a good reputation and earn some references. Sales reps play an important role in the complete journey and should also be a part of transitioning customers to the team responsible for onboarding and product development.  

Enjoying the Exponentially Growing Sales Chart

A well organized and thoughtful sales process is a sure way to help your sales team get onboard more deals and convert them successfully. This would also affirm that your team provides all the prospects with similar consistent experience, representative of your brand.

Stick to these simple steps that would help your business grow and bring to you some long-lasting business deals with an assurance to top the sales chart in your organization.