A basic guide to developing a sales process.

1. The 4 Step Sales Process
Prepared by Patrick Diamitani
The 4 Step Sales Process:
1. Prospect
• Prospecting consists of identifying the target customer and acquiring their contact information (Lead Generation).
• You can do this through manual research and data extraction, use of web scraping tools, or purchase of lead databases.
• Creating a profile for each potential consumer will help filter the types of people and organizations most likely to buy your product/service.
2. Outreach
• Outreach consists of sending a message to the individual you’ve previously targeted.
• The intended outcome is to generate interest in your product/service offering and set up a meeting or call.
• Outreach can be conducted via email automation tools, direct messages on LinkedIn, bulk emails through mail merges and cold calling.
3. Engagement
• Engagement consists of setting up a meeting or call with the target individual to discuss a possible sale.
• The purpose of engagement is to give more context on the product/services offered and learn the needs of the target customer.
• It is important to track all responses using a Customer Relationship Management System and create an organized follow-up process.
4. Close
• Closing consists of finalizing a sale of a service or product through verbal confirmation or issuance and receipt of an invoice/payment.
• Once the payment is made, the product the product may then be delivered and/or work on the service can commence.
• Unless payment is received and the product/service is delivered, the process is not complete and the sale is not closed.