{"id":968,"date":"2021-10-28T19:43:00","date_gmt":"2023-06-06T19:43:38","guid":{"rendered":"https:\/\/www.salesforce.com\/?p=968"},"modified":"2023-06-15T07:47:20","modified_gmt":"2023-06-15T07:47:20","slug":"how-to-sell-guide","status":"publish","type":"post","link":"https:\/\/www.salesforce.com\/ap\/blog\/how-to-sell-guide\/","title":{"rendered":"Introducing the Last Guide You\u2019ll Ever Need on How To Sell"},"content":{"rendered":"\n<p>We are excited to introduce the updated <a href=\"https:\/\/www.salesforce.com\/ap\/resources\/articles\/how-to-sell\/\" target=\"_blank\" adhocenable=\"false\" rel=\"noopener\">How to Sell Guide for ASEAN<\/a> \u2014 now with advice from local sales specialists!&nbsp;<\/p>\n\n\n\n<p>We\u2019ll walk you through the sales process, from prospecting all the way to the all-important close. With advice from Trailblazers and Salesforce experts, this will be the last sales guide you\u2019ll ever need.<\/p>\n\n\n\n<p>The guide consists of five comprehensive chapters. To get an idea of the kinds of insights you\u2019ll get, read on for a brief introduction, including samples of the kinds of advice you\u2019ll find: \u00a0 <a href=\"\/ap\/form\/pdf\/asean-sales-report\/?d=rr1-form-aseansales\" target=\"_blank\" rel=\"noopener\"><\/a> <\/p>\n\n\n\n<h2 class=\"wp-block-heading has-large-font-size\" id=\"report\"><b>The sales process<\/b><\/h2>\n\n\n\n<p>There\u2019s more to a sales process than simply ticking off items on a to-do list. You need to make sure that you create a connection with your prospects and customers. From the very beginning, when you are prospecting for customers, you should be asking yourself how you can solve your prospects\u2019 problems.&nbsp;<\/p>\n\n\n\n<p>As Annette Male, CEO of Wunderman Thompson, says, \u201cfocus not on what you want to sell, but on what the customer wants to buy. For this, you have to understand how the client makes money and runs their business. You have to live and breathe the client\u2019s business, not just yours.\u201d<\/p>\n\n\n\n<p>Our guide to the sales process will answer these questions:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>What is the sales process?<\/li>\n\n\n\n<li>What are the main sales process steps?<\/li>\n\n\n\n<li>What are common sales process mistakes?<\/li>\n\n\n\n<li>What\u2019s the difference between a sales process and a sales methodology?<\/li>\n<\/ul>\n\n\n\n<p>Want to know more? Read Chapter 1:&nbsp; <a href=\"https:\/\/www.salesforce.com\/ap\/resources\/articles\/sales-process\/\" target=\"_blank\" rel=\"noopener\">How to Build A Sales Process That Lands Deals Every Time<\/a>.<\/p>\n\n\n\n<h2 class=\"wp-block-heading has-large-font-size\"><b>Sales prospecting<\/b><\/h2>\n\n\n\n<p>Like seeds that grow into fruit-filled trees, your prospects might turn into lucrative deals. Not every seed will bloom, though, so you need to make sure you plant a lot of them.<\/p>\n\n\n\n<p>Sales teams use prospecting to grow the size of their potential customer bases. By reaching out to leads, and nurturing them into opportunities, you can ensure that your <a href=\"https:\/\/www.salesforce.com\/ap\/resources\/articles\/sales-pipeline\/\" target=\"_blank\" rel=\"noopener\">sales pipeline<\/a> is strong enough to carry you through to hitting your targets. If you lay strong foundations with your prospecting process, you can give yourself the best chance of converting leads into loyal customers.&nbsp;<\/p>\n\n\n\n<p>But let\u2019s not get ahead of ourselves. First, you have to know where to start. How do you find prospects? According to Dr. Ruth Protpakorn, Regional Sales Director, Customer Experience at Salesforce, the answer lies online: \u201c<a href=\"https:\/\/www.salesforce.com\/ap\/blog\/2021\/07\/social-selling-for-sales.html\" target=\"_blank\" rel=\"noopener\">There are lots of social networks out there<\/a>, but think of LinkedIn as your first priority for finding new prospects,&#8221; she says.&nbsp;<\/p>\n\n\n\n<p>Our guide to prospecting asks these questions:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>What are the stages of the sales prospecting process?<\/li>\n\n\n\n<li>How do I find new sales prospects?<\/li>\n\n\n\n<li>How has the sales prospect changed?<\/li>\n\n\n\n<li>How can I approach this new sales prospect?<\/li>\n\n\n\n<li>How do I qualify a sales prospect?<\/li>\n\n\n\n<li>How can I move sales prospects to the next stage in the sales cycle?<\/li>\n\n\n\n<li>How can I keep the conversation moving?<\/li>\n<\/ul>\n\n\n\n<p>To get the answers, read Chapter 2: <a href=\"https:\/\/www.salesforce.com\/ap\/resources\/articles\/what-is-sales-prospecting\/\" target=\"_blank\" rel=\"noopener\">How to Do Sales Prospecting the Right Way<\/a>.<\/p>\n\n\n\n<h2 class=\"wp-block-heading has-large-font-size\"><b>The sales pipeline<\/b><\/h2>\n\n\n\n<p>Selling isn\u2019t just about closing \u2014 there\u2019s a lot of work to do before you get there. You\u2019ll need to nurture your prospects through several stages before it\u2019s time to sign on the dotted line.&nbsp;<\/p>\n\n\n\n<p>Managing a sales pipeline can be difficult. A study from <a href=\"https:\/\/hbr.org\/2015\/01\/companies-with-a-formal-sales-process-generate-more-revenue\" target=\"_blank\" rel=\"noopener\">Harvard Business Review<\/a> found that 61% of executives think their sales managers are not properly trained in pipeline management. Our guide is here to help you get started.<\/p>\n\n\n\n<p>The pipeline can extend beyond the sale, too. &#8220;With the increased competition and greater product and service complexity of today\u2019s marketplace, there is a need to adopt a <a href=\"https:\/\/www.salesforce.com\/ap\/blog\/2021\/05\/the-new-art-of-selling.html\" target=\"_blank\" rel=\"noopener\">relationship strategy<\/a> that emphasises the lifetime customer,&#8221; says Tom Abbott, Sales Optimisation Expert and Keynote Speaker, Soco\/Sales Training. &#8220;Instead of viewing prospects as transactional customers that you sell to once, you view them as partners in a long-term selling relationship.\u201d<\/p>\n\n\n\n<p>This chapter covers:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>What is a sales pipeline?<\/li>\n\n\n\n<li>What are the stages of a sales pipeline?<\/li>\n\n\n\n<li>How do you build a healthy sales pipeline?<\/li>\n\n\n\n<li>How do you evaluate a sales pipeline?<\/li>\n\n\n\n<li>How do you work with reps to improve the sales pipeline?<\/li>\n<\/ul>\n\n\n\n<p>To get a deeper understanding of the sales pipeline, read Chapter 3: <a href=\"https:\/\/www.salesforce.com\/ap\/resources\/articles\/sales-pipeline\/\" target=\"_blank\" rel=\"noopener\">How to Get Your Sales Pipeline to Flow And Grow<\/a>.<\/p>\n\n\n\n<h2 class=\"wp-block-heading has-large-font-size\"><b>The sales call<\/b><\/h2>\n\n\n\n<p>You\u2019ve done your research, you\u2019ve qualified your leads. Are you ready to make that vital sales call? This is one of the most important stages of the sales process. Getting it right will set you up for success when it comes to closing.&nbsp;<\/p>\n\n\n\n<p>Ironically, the sales call can sometimes be more about listening than talking. \u201cDo your best to understand what the customer wants and let them make their own decisions. Don\u2019t do it for them,&#8221; says Vu Anh Nguyen, General Manager at BAYA in Vietnam. &#8220;If you listen carefully and focus on the small details you will soon see why they make certain choices and how to influence their sales journey.\u201d<\/p>\n\n\n\n<p>To get the best out of that sales call, you\u2019ll need to know the following:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>What is a sales call?<\/li>\n\n\n\n<li>How do you prepare for a sales call?<\/li>\n\n\n\n<li>Thirteen tips for making a successful sales call.<\/li>\n<\/ul>\n\n\n\n<p>It\u2019s nearly time to make that call, but only after reading Chapter 4: <a href=\"https:\/\/www.salesforce.com\/ap\/resources\/articles\/sales-call\/\" target=\"_blank\" rel=\"noopener\">How to Get the Most Out of a Sales Call<\/a>.<\/p>\n\n\n\n<h2 class=\"wp-block-heading has-large-font-size\"><b>Closing techniques<\/b><\/h2>\n\n\n\n<p>The thrill you get from closing a sale can be hard to describe, but it\u2019s what we\u2019re all working towards. It\u2019s a great moment when you know that you\u2019ve helped your customer, and built a relationship that will be mutually beneficial for years to come.&nbsp;<\/p>\n\n\n\n<p>If you\u2019ve done the proper preparation, closing should be simple: \u201cClosing the deal only comes after many successful steps leading up to it \u2014 it should be the easiest part of the process,&#8221; says Tahsin Alam, Vice President &amp; GM Indonesia &amp; Philippines at Salesforce. &#8220;The groundwork has already been done \u2014 closing just adds the finishing touches.\u201d<\/p>\n\n\n\n<p>But watch out. It\u2019s easy to mess up a close, and spoil all of the hard work that came before.&nbsp;<\/p>\n\n\n\n<p>This final chapter of our guide will tell you:&nbsp;<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>What is sales closing and why is it important?<\/li>\n\n\n\n<li>What are the most common sales closing techniques?<\/li>\n\n\n\n<li>How do you improve at sales closing?<\/li>\n\n\n\n<li>What are sales closing pitfalls you should avoid?<\/li>\n<\/ul>\n\n\n\n<p>Read all about the power of a strong close in Chapter 5: <a href=\"https:\/\/www.salesforce.com\/ap\/resources\/articles\/sales-closing-techniques\/\" target=\"_blank\" rel=\"noopener\">How to Close Sales Like an Absolute Pro<\/a>.<\/p>\n\n\n\n<p>This was just a taste of the kinds of tips and advice you can find in our comprehensive How to Sell Guide. With advice from our Trailblazers, and experts across Salesforce, you\u2019ll never need another sales guide.&nbsp;<\/p>\n\n\n\n<p><i><a href=\"https:\/\/www.salesforce.com\/ap\/resources\/articles\/how-to-sell\/\" target=\"_blank\" rel=\"noopener\">Start learning how to sell successfully today<\/a><\/i>.<\/p>\n\n\n\n<p> <span id=\"authorRoot\" path=\"\/content\/blogs\/sg\/en\/authors\/\"><\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Introducing our How to Sell Guide, a collection of strategic advice and tactical tips from sales experts from across the ASEAN region.<\/p>\n","protected":false},"author":1,"featured_media":967,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"sf_justforyou_enable_alt":true,"optimizely_content_id":"22ded809741d4d6ba20bce593b9c61ce","post_meta_title":"","ai_synopsis":"","_jetpack_memberships_contains_paid_content":false,"footnotes":""},"sf_topic":[15,43,8],"sf_content_type":[],"coauthors":[3],"class_list":["post-968","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","sf_topic-sales","sf_topic-thought-leadership","sf_topic-customer-relationships"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.2 (Yoast SEO v27.2) - 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