Sales flow iGIP

1. SALES FLOW

2. Objectives
Present all the sales process flow;
Quick tips in sales steps;
Sellers with a holistic view of sales.

3. SALES FLOW
step by step
ANALYSI BEFORE AFTER
SALES
S SALES SALES

4. ANALYSIS
SALES FLOW
step by step
1. SEGMENTATION
• Evaluation of local market
• Recognition of groups
• CRM
2. TARGETING
• Analyses of groups and local
needs
• Define focus
• Define products

5. BEFORE
SALES SALES FLOW
step by step
1. RESEARCH – you need to
know...
• Size of the company;
• Values and mission;
• Main partners;
• Main activities.
AT LEAST!

6. BEFORE
SALES SALES FLOW
step by step
Where am I going to
look for this
information?

7. BEFORE
SALES SALES FLOW
step by step

8. BEFORE
SALES SALES FLOW
step by step
2. THE APPROACH
• Telefone call;
• Network events;
• Visits;
• E-mail

9. BEFORE
SALES SALES FLOW
step by step
Remember that the objective of the PHONE
CALL is to schedule a meeting!

10. BEFORE
SALES SALES FLOW
step by step
1. Present yourserlf (name and role)
2. Be objective and polite
3. Concentre!
4. Write important things

11. BEFORE
SALES SALES FLOW
step by step
1. Don’t say that you are a“new member”
2. Don’t use internal acronyms
3. Don’t come across as nervous.

12. SALES SALES FLOW
step by step
1. PREPARING AND PLANNING
• Call the company one day before the
meeting in order to confirm.
• Live the meeting, mentally!
-Identify the possible needs and doubts;
- Make sure you know all the extra information.
• Don’t forget to check: sales material, digital
presentation and business card .

13. SALES SALES FLOW
step by step
Understand
client’s
context Key things for
the
Dominate
the
situation
first meeting!
Know-how of the
product

14. SALES SALES FLOW
step by step
In the meeting...
Be positive and assertive
Don’t be late!
Arrive 10 minutes earlier

15. SALES SALES FLOW
step by step
Keep calm
Call by
Eye contact
name
ALWAYS
Understand Listen
Observe
Say the
and
essential
interpret

16. SALES SALES FLOW
step by step
Speak
something
you don’t
know
Cross your
Disagree
arms
NEVER
Speak too
Criticize
loud
Say the Look at
essential your watch

17. SALES SALES FLOW
step by step
Closing the meeting...
Present the proposal
NEVER
Present the pricing get out without setting next steps
Talk about timeline
Talk about documents
Negotiate

18. AFTER
SALES SALES FLOW
step by step
Define a clear deadline for answers
ABC = ALWAYS BE CLOSING

19. AFTER
SALES SALES FLOW
step by step
Job
description
Prepare the Matching
documents New process
for visa account
Sign the
contract

20. Objectives
• Present all the sales process flow;
• Quick tips in sales steps;
• Sellers with a holistic view of sales.