This document discusses the key steps in the sales process: prospecting, qualifying, presenting, closing, and servicing. It defines each step and provides tips. Prospecting involves researching potential clients and maintaining contact information. Qualifying determines customer needs and budgets. Presenting requires preparing well and focusing on benefits. Closing means overcoming fear of asking for the sale. Servicing and getting referrals keeps customers happy long-term. The overall message is that an effective sales process takes work at each stage to move clients toward a purchase.

2. So What Do Most
PEOPLE Think Of
When They Hear The
Word SALES or
SELLING?

5. American Heritage Dictionary
karma (kär'mə)
kar·ma (the universe has a perfect accounting system)
n. Hinduism & Buddhism The total effect of a person's actions
and conduct during the successive phases of the person's
existence, regarded as determining the person's destiny.
1.Fate; destiny.
2.Informal A distinctive aura, atmosphere, or feeling: There's
bad karma around the house today.

6. American Heritage Dictionary
sale (sāl)
n. The exchange of goods or services for an amount of money or its equivalent; the
act of selling.
sales =activities involved in selling goods or services.
selling (sel)
1. to transfer (goods) to or render (services) for another in exchange for money;
dispose of to a purchaser for a price
2. to deal in; keep or offer for sale:
3. to make a sale or offer for sale to
4. to persuade or induce (someone) to buy something: The salesman sold me on a
more expensive model than I wanted.
[Middle English, from Old English sala, from Old Norse.]

7. So What Really Is Selling?

8. There Is A Process To Sales!
5 Steps of Sales 101
PROSPECT
QUALIFY
PRESENT
CLOSE
SERVICE
(SUBSTANTIATE)

9. Prospecting (A LABOR of LOVE)
How much ELBOW-GREASE do you have on today?
Research - The Internet, Database Companies, Company Web Sites, Brochures,
Annual Reports, Partnerships, etc…
Pertinent Contact Information- Call!, “Can You Please Help Me?”
Gatekeeper Relationships (Names), Tone, E-Mail Issues (Our Daily Work Lives)
CRM (Customer Relationship Management)- The #1 Most
Important Aspect of Selling!, The 5-8 Touch Method of Senses Selling, Keeping
Copious Notes, Dates, Times, Discussions , Follow-Up Reminders, Stay on the Radar
Screen! Owners and Sales Manager’s Finest Tool!
Networking- Business cards, Everywhere you go (It’s Who They May Talk To!)
Genuine Follow-Up- Tone (E-Mail-Voice Mail Scripts), WIIFT /WIIFM
 Being DAP’ed- Your Ego, Your Writing (Adjectives), Your TONE!, Your
Appearance , All of THIS Makes The Difference In PROSPECTING well!
No Roller Coasters HERE, Consistency PEOPLE!

10. Remember, No One Is Sitting Around Waiting For You!

11. Qualifying, A Waste of Time?
What Affects Buying Purchases Today In Business?
Budgets/Money
Timing/Decision Making Process
Internal Issues
Evaluation of Vendors/Proposals
Notables: Qualifying Questions (Have You Scripted
Them?), Adjectives/Tone, Eye Contact/Perception,
Understanding WIIFT and Presenting your USP.
Ask Questions Instead Of Talking!

12. Don’t Get Tongue-Tied When Asking Qualifying Questions!

13. Presenting-It’s All About PERCEPTION
Presentations Start At Prospecting (Tone/Scripting Voice Mail, Email,
Direct Mail, Faxes) Communication In General
YOU are The Presentation! Understand Your Demographic, Don’t Try
And Be Someone You’re NOT! Appearance (People Pick Up On This!)
Re-Cap Objectives FIRST, Then Proceed With Your Solutions Like A
Physician! Symptoms Sell!
How Well Did You Prepare? Are You Early To Set-Up? Are Your Materials
IMPECCABLE?
Succinct-Comprehensive-Bullet Points-WIIFT-PAUSING-Listening, Eye
Contact/Body Language, Time Frames (Ask!)
Did I Meet Your Expectations In This Presentation? Confidence Comes
From Preparedness!
How Well You Pre-Qualified Will Tell You How Well You Do In Presenting!

14. Presenting Takes PREPARATION-Now GIVE ME YOUR MONEY!

15. Closing-Those Who Speak First…
Most Salespeople Are Afraid To Ask! Then Get Out Of SALES!
Tone/Eye Contact/Wording- “So If I…., Would You
Consider Moving Forward?”
Contract Preparation! Spell Out Payment Terms Right Away! You Are
NOT Going Back To The Office To FAX or EMAIL A Proposal!
If The Person You Are Presenting To Needs To Ask Someone Else
About How To Move Forward Then….
Remember-People Make Decisions Based Upon 3 Things:
EGO Money Fear

16. THE BOTTOM LINE, Be Prepared To Close!

17. And You Have To Ask!

18. Service/Substantiation=Referrals!
 Unfortunately, You HAVE To Be Part Of The Servicing Process Of Doing
Business. Don’t Count On Anyone Else!
 Ask Your Customer How Well You Did! Don’t Ask and Lose!
 Continue Good Communication-Be Genuine, Mean What You Say or
Write! Thank You Cards, Personable E-Mails Mean Something!
 Don’t Ask For Referrals Unless You’ve Earned Them! Ask In A
Classy Way Already!

19. A Few Purple-Word Bullets
Ego-Money-Fear
WIIFT CRM
Mutually Beneficial
Demo
USP
Field-Trip
DAP’ed
CTA’s Genuine!

20. Thank You!
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