Sales sequencing gets easier when you organize your email outreach, automate sends, and schedule follow-ups with Funnelfly.
Why Sales Sequencing Matters
If you want to be a successful salesperson, it is important that you learn the values of sales sequencing. This means figuring out the best way to present information to potential customers so that you can create the maximum number of opportunities while expending the minimum amount of time and effort.
There are several different ways that you can go about sequencing your sales efforts. One common approach is known as the “AIDA” sequence:
Getting potential customers to become aware of your product or service.
Creating interest in what you are selling.
Convincing potential customers that they need or want what you are selling.
Getting customers to take action, such as making a purchase.
One mistake that salespeople often make is jumping straight to the “Action” step without first taking care of the other steps in the sequence. In other words, they spend all their time writing proposals or making calls and trying to convert those opportunities into closed deals.
While this may be a common approach, it is not always the most effective one.
Sales success comes from those who take the time to prepare. By spending time planning, we can develop the best strategy for success and create a plan that is specifically tailored to the customer. Without a well-thought-out plan, our sales sequencing will simply mirror that of every other salesperson who comes into contact with the same customer. This is rarely an effective approach.
If you don’t have time for your prospects to get to know you, you need to rethink your approach. If you don’t have time for prospects to trust you and see your business as the solution to their needs, then something is not working on your end.
You must first conduct an educational step before actually closing a deal. The educational step is all about building the salesperson’s credibility, which is essential to closing deals. So if you’re new to sales or if you feel like you’re missing opportunities, try conducting an educational step before any other type of interaction in sales sequencing.