What is the Sales Process and how does it work?
Posted: Thu Jan 23, 2025 4:26 am
Companies seeking success must generate strategies for each of their actions. It is not just advertising and sales; the process is more complex and if each of its phases is known, the benefits will be more than evident. For this occasion, we will give you all the information about what the so-called sales process is, its function and how it will benefit you in conjunction with other marketing strategies.
The concept of sales process has been used for years in the business world, and with the arrival of digitalization, it is applicable to both “traditional” models and online businesses. Many other strategies have been generated from the sales process; you may have already heard of some: Conversion Funnel.
Now, its name tells us everything: it is about all the continuous south africa phone number list that must be carried out to finally take the step from a lead to a buyer. If the strategy is well applied, you will considerably increase sales, loyalty and brand image.
Before fully entering and making the entire strategy for the sales process, you must also consider whether your company has the necessary resources. Human capital, economic capital, etc. In addition, it is essential to know your Buyer Persona, to define each of its aspects and smallest details as much as possible. It is useless to start a strategy without knowing who it is aimed at.
Now, if you have already determined that you have everything you need, then proceed with planning. This type of strategy seeks to optimize each of the stages that occur before a user makes the purchase of a product. This starts with the capture of leads, so each of the stages is extremely important.
The 4 phases of the AIDA model for the sales process
The most widely used model is called AIDA , and was introduced in 1898 by Elmo Lewis . It is named for its 4 phases: Attention, Interest, Desire and Action. There are currently variations of this model, but they essentially have the same objective.
1. Attention phase
Capturing the customer's attention is a priority at this early stage of the sales process. To do this, as an entrepreneur, you can use many techniques: graphics, content created by experts (content marketing), even the use of podcasts or infographics. The idea is for the potential customer to learn about the advantages of being part of your brand, and to start to arouse their interest in your products.
2. Interest phase
Once you have captured the lead's attention, it is time to maintain the lead's interest in your products and services. To give you a clearer example, it happens when after seeing a promotion from giants like Amazon, you go to the website and browse through each of the items in its vast catalogue. Has this happened to you? It is part of the second phase of the sales process.
3. Desire phase
Creating a desire to buy involves demonstrating that your products are aligned with the needs of the person. That is why it is important to clearly define what they are looking for. It is useless to have captured attention and interest if your catalog does not meet the lead's standards. During this stage you should emphasize the advantages you have over the competition, thus increasing the need to buy.
The concept of sales process has been used for years in the business world, and with the arrival of digitalization, it is applicable to both “traditional” models and online businesses. Many other strategies have been generated from the sales process; you may have already heard of some: Conversion Funnel.
Now, its name tells us everything: it is about all the continuous south africa phone number list that must be carried out to finally take the step from a lead to a buyer. If the strategy is well applied, you will considerably increase sales, loyalty and brand image.
Before fully entering and making the entire strategy for the sales process, you must also consider whether your company has the necessary resources. Human capital, economic capital, etc. In addition, it is essential to know your Buyer Persona, to define each of its aspects and smallest details as much as possible. It is useless to start a strategy without knowing who it is aimed at.
Now, if you have already determined that you have everything you need, then proceed with planning. This type of strategy seeks to optimize each of the stages that occur before a user makes the purchase of a product. This starts with the capture of leads, so each of the stages is extremely important.
The 4 phases of the AIDA model for the sales process
The most widely used model is called AIDA , and was introduced in 1898 by Elmo Lewis . It is named for its 4 phases: Attention, Interest, Desire and Action. There are currently variations of this model, but they essentially have the same objective.
1. Attention phase
Capturing the customer's attention is a priority at this early stage of the sales process. To do this, as an entrepreneur, you can use many techniques: graphics, content created by experts (content marketing), even the use of podcasts or infographics. The idea is for the potential customer to learn about the advantages of being part of your brand, and to start to arouse their interest in your products.
2. Interest phase
Once you have captured the lead's attention, it is time to maintain the lead's interest in your products and services. To give you a clearer example, it happens when after seeing a promotion from giants like Amazon, you go to the website and browse through each of the items in its vast catalogue. Has this happened to you? It is part of the second phase of the sales process.
3. Desire phase
Creating a desire to buy involves demonstrating that your products are aligned with the needs of the person. That is why it is important to clearly define what they are looking for. It is useless to have captured attention and interest if your catalog does not meet the lead's standards. During this stage you should emphasize the advantages you have over the competition, thus increasing the need to buy.