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Sales Process

The 7-step sales process document outlines the typical stages in a sales cycle. It includes prospecting to find potential customers, preparation for initial contact, making an approach, presenting to demonstrate how the product meets needs, handling objections, closing to get a decision, and following up to maintain relationships for repeat business and referrals. The stages involve qualifying prospects, researching, different approach methods, actively listening, anticipating objections, using closing strategies, and keeping in contact with customers.

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Sayyed Manzar Kazmi
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396 views10 pages

Sales Process

The 7-step sales process document outlines the typical stages in a sales cycle. It includes prospecting to find potential customers, preparation for initial contact, making an approach, presenting to demonstrate how the product meets needs, handling objections, closing to get a decision, and following up to maintain relationships for repeat business and referrals. The stages involve qualifying prospects, researching, different approach methods, actively listening, anticipating objections, using closing strategies, and keeping in contact with customers.

Uploaded by

Sayyed Manzar Kazmi
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
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Sales Process

BY- SAYYED MANZAR KAZMI


ROLL NO:- 2018-097
The 7-step sales process
1. Prospecting

 The first of the seven steps in the sales process is prospecting.

 In this stage, you find potential customers and determine whether


they have a need for your product or service—and whether they
can afford what you offer.

 Evaluating whether the customers need your product or service and


can afford it is known as qualifying.
2. Preparation

 The second stage has you in preparation for initial contact with a
potential customer, researching the market and collecting all
relevant information regarding your product or service.
3. Approach
 In the approach stage, you make first contact with your client. Sometimes
this is a face-to-face meeting, sometimes it’s over the phone. There are
three common approach methods.

 Premium approach: Presenting your potential client with a gift at the


beginning of your interaction

 Question approach: Asking a question to get the prospect interested

 Product approach: Giving the prospect a sample or a free trial to review


and evaluate your service
4. Presentation

 In the presentation phase, you actively demonstrate how your


product or service meets the needs of your potential customer.
 you should actively listen to your customer’s needs and then act
and react accordingly.
5. Handling objections
 Objections indicate that the sale is progressing and the customer is considering
your product.
 Disguised as objection, is a hint on how he will buy.
 Anticipate objections that are likely to be raised and rehearse the answers.
 I want to think over it
 I will discuss with the decision maker
 Not ready to buy now
 You’re too expensive
6. 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 close: Assuming the sale and offering the prospect a
choice, where both options close the sale—for example, “Will you be
paying the whole fee up front or in installments?” or “Will that be cash
or charge?”
 Extra inducement close: Offering something extra to get the prospect
to close, such as a free month of service or a discount
 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”.
7. 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.
 Maintaining relationships is key.
Thank You 

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