How to Better Manage Your Sales Process

  • By Team Mosspaper
  • 06 Feb, 2017

When managing your business, there are a lot of things involved in finding and retaining clients. It's not uncommon for businesses to excel at one aspect (i.e advertising and finding customers) but flounder at another. One part of the business-client relationship that many business owners often neglect or fail to fully grasp is the sales process – the set of steps that encompasses the entire transaction with the customer, from initial introductions to closing the deal. Without a well-organized sales process, you might find yourself losing out on a lot of clients, who will no doubt find another business that can tend to their specific needs in a timely and professional manner.

If you find it difficult to retain customers once you have located them and piqued their interest in your product or service, it likely means that there are parts of your sales process that could be improved. The following three steps are parts of the sales process where businesses commonly make mistakes, causing them to lose out on business and customer satisfaction. Applying these principles will help you better manage your own sales process. In doing so, you'll find that your customers will leave happier and more satisfied, increasing the chance that they will become repeat customers.

1. Understand what your customer's goals are and provide a solution

    Everybody wants to be heard and listened to. But in the business world, this isn't just a matter of one's feelings. Nobody goes to a business wanting to chat – they go there because they have a need to fill, and they think that you might be the one to fill it.  

    For instance, if you have ever visited a car dealership looking for something modest, how often did the salespeople actually listen to what you were asking of them? How often did they try to get you to buy something more expensive irrespective of your stated needs? Did they actually listen to you when you described what it was that you were looking for? Car dealerships have a slimy reputation partially because their salespeople are not motivated by a desire to find a solution to your problems, but rather a desire to make that sale and get their commission.  

    While this practice is widespread enough not to impact any one location, customers will notice if you're trying to sell them something without considering what their unique needs were in the first place. When you meet with them, get to understand exactly what they are looking for. Once you understand their needs, then you can work towards providing a solution that solves their problem and proves to them why you are the right person for the job.

    2. Understand your customer's budget and try to stay in that range

      Ideally, you could charge a higher price for your products and not see any corresponding drop in business. That's not how things work out in reality – the competitive nature of capitalism thrives on the idea that customers make rational decisions with their money – they seek to maximize their gains while minimizing their losses. Economists refer to this as the elasticity in prices. This is why your potential customers will often come to you with a budget – they want you to provide a solution to their problem without spending more than they have to. Make sure you respect their given budget and try to work around it, rather than trying to get the customer to spend more than what they want.  

      3. Simplify the purchase process by offering electronic signatures and easy way to accept payments

        The last part of the sales process is the completion of the job and collection of the payments owed to you. Just as a first impression can be incredibly important, the last impression is even more so   - it's the last thing your customer will remember in their dealings with you, and if the final authorization of payments is a difficult and drawn-out affair, that will stick in their minds the next time they think about purchasing your goods or services. 

        Electronic signatures and online payments are excellent ways of reducing the wait time involved – you cut out a lot of paperwork and middle entities involved in finalizing payments. Simplifying this process will leave the customer with a sweet aftertaste, and this will do a long ways towards making them repeat customers.

        Mosspaper Blog

        By Team Mosspaper 26 Jun, 2017

        With so many online resources, yоur customers has a lot of information about your business before they decide to become your customer. It can be a lengthy process and a bit more complex than ѕіmрlу saying; "I need tо purchase something and I know precisely from who". 

        The customer buying cycle is defined in 3 steps. First, you have awareness which can be described as the moment the customer sees your product while there is a need for it. Second, there is moment of consideration where they are evaluating your product or services for a possible purchase. Lastly, the final step is purchase, where the buyer makes a purchase.

        Here are some ways to market to these buyers:

        1) Awareness

        Having an online presence such as a website that describes your product and services will help your buyer find you. It’s always good to have testimonials to provide credibility as well as recommendations through sites such as yelp or google business.

        2) Consideration

        When your customer has found you,  it’s best to introduce your product as a solution to a problem the buyer may be having. The buyer is trying to see if your offering can meet their challenges and how you will be doing it.

        Having a quote or contract that describes your methodology with a breakdown of costs associated with how you will be address their needs will be beneficial at this stage. describe the value the buyer will be receiving if they choose you as a vendor and include reviews or customer references.  

        3) Purchase

        The buyer is ready to be your customer. If the customer requires more time, you should consider giving them a discount or coupons.  Having a simply way for them to agree to your terms through electronic signature and payments will be helpful to ensure you close the deal quickly.

        By Team Mosspaper 14 Jun, 2017

        Successful businesses maintain good habits and it is one of the reasons why they managed to be where they are now. Habits they have picked along the way, such as good   contract management , has helped them get to where they are at the moment and take their business to the next level. The bad news is that there are small businesses that don’t have any good habits at all. The good news is that they can start changing their attitude and practices in order to develop good habits.


        In a highly competitive landscape, it’s important and vital to make sure you ensure good habits are enforced so your business continues to thrive. Here are some good habits that can help small businesses include:


        1)   Focusing Your energy

        To ensure you utilize every minute and hour of each day, it’s important to learn how to focus on the most rewarding tasks. Take care of the low hanging fruits first. Review your list of things to do and evaluate which task you can do now that will bring forth the most value to your customers and team. Give each task a percentage of impact and ask yourself what are the top 3 things I can do that will benefit my business the most.


        2)   Prioritize

        Ask yourself what is the most important thing you need to do today in order to set a foundation for your business. It’s always important to think about how something can help you to increase revenue or reduce your operating cost. The vital part of any business to knowing when you should create a strategy for long term goals while balancing short term objectives. Most businesses have 3-5 simple objectives they want to accomplish each quarter. Everything else you do should coincide with those objectives. Never lose sight of the goals you have set out for yourself. Once you have a goal in place, work each day to get closer to those goals.


        Having ways to measure performance or data analytics in your business helps you prioritize your business. Based on that data, you can start to formulate patterns and understand what works and what doesn’t. Focus on what works and continue to improve business workflow to ensure your success.


        3)   Create Task and Execute

        With each of your goals or objectives, it’s essential to follow through to ensure long-term success. Most of the time a goal has a few steps in between until it’s completed. Write it all down. Sometimes, it helps to work backwards if there are dates involved. Write down and revise as needed. With each task, you get closer and closer to where you want to be.


        The use of software to streamline task and follow up is very useful in situations where there are a lot of repetitive, mundane work. Try to look for solutions like Mosspaper, a quote and contract management platform, to help you execute your business goals in a more orderly fashion. Mosspaper focuses on different aspects of your business such as operations, finance, and sales. With built-in workflows, it helps you consolidate the management of your team’s workload all in one platform.


        4)   Positive Mindset

        Being happy and having a positive mental outlook can help with any situation. It is always said that you don’t have control with external factors, but you do have control over how you handle situations. With positive thinking regardless of what you are going through, you will continue to work through situations and reach your goals. A great attitude for success and having gratitude can go a long way.  If you understand what you’re trying to achieve and have patience with the process, you will be ahead of the rest.


        It’s important to have good habits to succeed as an entrepreneur or small business owner. There are many different ways to get to where you want to be. Having disciplined habits can make or break your company as you face the challenges limited time and resources on a daily basis. Working smarter is always better.

        By Team Mosspaper 12 Jun, 2017

        For any interior designer, being able to provide accurate and effective sales quotes to your clients can be one of the best ways to drum up recurring business. When you are able to give your clients something that they can actually understand and feel comfortable with paying, you give off a far more professional approach and style. However, being able to give quotation services that are accurate and detailed can be quite tricky, and for many interior designers it can be easier to just stick to the basics. Here are some of the best ways that you can start changing your mindset and increasing the quality of work that you provide by using a value-based quotation system.

        Here are some of the best ways that you can start changing your mindset and increasing the quality of work that you provide by using a value-based quotation system.

        1) Provide a Work Summary

        It’s always important to make sure that your clients are able to get a summary of the upcoming job so they can always refer to what is going to be taking place. This will be a list of goals that are to be achieved throughout the process; include key benefits within the work summary and an overall price of the job as a well. Dealing with part of any quote management system can be tough for an interior designer, but looking for software packages that help you manage this – for example, we recommend checking out Mosspaper – can be a massively beneficial way to keep things flowing.


        2) Include Suggestions

        One thing that always helps your clients out is to give them easy feedback and suggestions as to what they could improve moving forward; by having this within the quotation you are providing a bit more authority and helping them see things they maybe would have missed themselves. This helps to build extra trust between you both and makes your sales quotes a bit different to the rest.


        3) Itemize Your Pricing

        You need to make sure that your clients are able to see why the price is the way it is. If you can give them a fully itemized list to help them see what their money is paying for, the quote will feel far more authentic. Some designers aren’t comfortable doing this, but it’s an absolute must. Again, Mosspaper can help you do this. The administrative side of the software is excellent and will make creating references to items being used on the job so much easier.


        4) Include Terms & Conditions

        You always need to have the right legal information included with a quotation – especially in something as expensive and serious as interior design. Please make sure that your quote includes the terms and conditions section so the clients really understands what is required of them. Mosspaper can help you audit track all documents like this so you can be sure that the client reads and agrees to everything that is mention on the sales quote.


        5) Provide References

        Lastly, make sure that you provide some kind of reference to your potential client with a quote. This adds such an extra layer of value to proceedings and will really go a long way to help you become a favored option for the job. If you want to benefit from getting more work and the best kind of jobs, then working towards a value-based quotation system can be the best way to go.


        As an small business, it's important to make sure you provide customers with the right information in an organized matter. It makes it 10 times easier on you in the end. Thus, it's imperative to provide your customer with a value-based quote when you start working with them. Professionalism, attention to detail, and thoroughness goes a long way.

        By Team Mosspaper 24 May, 2017
        Here are some feature highlights:

        1) Favoriting

        Reduce the creation time of a quote or contract by 50% with favoriting. You can now add any quote or contract to your favorites by clicking the heart icon.  Your favorites are saved to the "favorites" folder so you can easily find them again. You can categorize all your templates by creating different collections and saving as many documents as you like to be reused. 
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