7 Step Sales Process

1. 7 Step Sales Process

2. 7 Steps of Sales Process
1) Prospecting
2) Preparation
3) Approach
4) Presentation
5) Handling Objections
6) Closing
7) 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

10. 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 “ .

11. 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 .

12. Thank You