Sales process

7 Step Sales Process

1. 7 Step Sales Process

2. 7 Steps of Sales Process Prospecting Preparation Approach Presentation Handling Objections Closing Follow up

3. Prospecting In this stage we find potential customers & determine wither they have a need for your product or service & wither they can afford what you offer . Evaluating wither the customer needs your product or service & can afford within his budget is known as prospecting .

4. Preparation The second stage is preparation for initial contact with a potential contact . At this point you develop your sales presentation & tailor it to your potential client's particular needs .

5. Approach There are 3 common approach methods : Premium Approach = Presenting your potential client with a gift at the beginning of your interaction . Question Approach = Asking questions to get the prospect interested Product Approach = Giving the prospect a sample or a free trial to review & evaluate your service .

6. Presentation In this stage you actively demonstrate how your product or service meets the needs of your potential customers . The word presentation implies power point presentation to your customers . You should listen actively to your customer “s needs & then act & react accordingly .

7. Handling Objections Perhaps the most underrated of the seven steps of a sales process is handling objections . Here you listen to your prospect's concern & address them . It is also where many unsuccessful salesperson drop out of the process . Successful handling objections separates good sales person from bad & great sales man from good sales person .

8. Objection Flow Chart On next Slide

9. Closing In the closing stage you get the decision from the client to move forward . Depending on your business , you might try one of these three closing strategies . Alternative Choice Closing → Assuming the sale & offering the prospect a choice , where both options close & Sale occur . Say for example : Will you be paying the whole amount upfront or in installments . will you pay in cash or cheque . Extra Inducemt Close → Offering something extra to get the prospect to close , such as discount or free installation or service Standing Room Only Close → Creating urgency by expressing that time is of the essence – for example , “ the price will be going up after this month “ .

10. Follow Up Once you have closed the sale your job is not done . The follow up stage keeps you in contact with customers you have closed ,not only for potential repeat business but for referrals as well . And since retaining current customers is six to seven times less costly than acquiring new ones , maintaining relationship is the key .

11. Thank You