{"id":4376,"date":"2018-06-08T16:29:02","date_gmt":"2018-06-08T16:29:02","guid":{"rendered":"https:\/\/cinode.com\/sales-processes-in-consultant-companies\/"},"modified":"2018-06-08T16:29:02","modified_gmt":"2018-06-08T16:29:02","slug":"sales-processes-in-consultant-companies","status":"publish","type":"post","link":"https:\/\/cinode.com\/en\/blog\/sales\/sales-processes-in-consultant-companies\/","title":{"rendered":"Sales Processes in Consultant Companies"},"content":{"rendered":"

The most important task of the sales process is to propel the deal forwards with a clear vision of \u201cthe next step\u201d. It should manage business opportunities and track consumer behaviour. Your sales people make sure that the deal is moving in the right direction and guide the client in their decision making. Consultant sales is all about relationships and how to maintain them. It is crucial to understand your clients\u2019 challenges and thereby create win-win situations.<\/strong><\/p>\n

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When you have clear processes for sales in your consultant company, it is easier to plan and follow up on your results.<\/p>\n

Traditional Sales Processes<\/h3>\n

In the traditional sales process, it is primarily the sales rep. that generates leads. The most important tool for the sales person is to communicate, network, find leads, and propel the deal forwards. This is done by talking on the phone and by using social media while simultaneously working within and outside the organisation. The sales rep. has to be able to instil trust, and show that the company is relevant. The sales person has a number of ingredients to work with when building trust: references, consultant profiles, previous solutions, and content.<\/p>\n

Examples of sales processes;<\/p>\n

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A sales process with several steps \u2013 even after the signed deal.<\/p>\n

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  1. Prospect \u2013 the first step is generating a new lead. The lead can come from other consultants, previous clients, marketing activities, events, the website, social media or from a cold call.<\/li>\n
  2. Identify \u2013 what does the client need? This step often entails a meeting in person.<\/li>\n
  3. Proposal \u2013 create a client customized offering.<\/li>\n
  4. Communicate \u2013 present the offering to the client. Consultant interview, etc.<\/li>\n
  5. Negotiation \u2013 price and contract negotiation.<\/li>\n
  6. Agreement \u2013 the deal is closed, now it is time to deliver.<\/li>\n
  7. Follow up \u2013 is the client satisfied with the work? Is there an opportunity to sell something more?<\/li>\n<\/ol>\n

    Another example of a sales process:<\/p>\n

    \"\"<\/p>\n

    Many consultant companies have fewer steps in their sales process.<\/em><\/p>\n

    Different processes for different deals <\/strong><\/h3>\n

    If you are a larger consultant company, you probably have different processes for different clients. It can for example be meaningful to have different processes for:<\/p>\n