How to Develop This Stage of The Sales Pipeline
Once the sales rep has developed a relationship with the client, it’s time to make an offer in the form of a business proposal. The proposal should be modeled after what has been the most effective strategy thus far for your business. Take that strategy apart line by line and organize it so that it can be replicated by all your sales reps.
Sale – When a sale is made, the pipeline isn’t finished. The business still must meet the client’s expectations. The customer service team should work to ensure the satisfaction of every customer by monitoring every account and responding proactively to issues. The sales team should continue to offer cross-selling and upselling opportunities to existing clients wherever applicable, focusing on maximizing value to the client. The marketing team should continue to educate and inform clients about the products and services available to them that meet their needs. Existing customers should be nurtured into repeat customers by consistent contact and excellent service.
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How to develop this stage of the sales pipeline – If your potential client is an instant yes, then your next task is to fulfill your promise and put them into your post-sale nurture pipeline until they’re ready to be moved back into your main sales pipeline.
But what if they initially say no? Or, worse, what if they say yes and then ghost?
Create a system for follow-up contact. An automated version of this type of follow-up is cart abandonment sequences. For a sales rep, this may look more like a follow-up email or phone call that either results in a sale or marks the lead as being not ready to buy.