Direct Sales Process

1. Prospect
Answers
Call?
Prospect
Not on
voicemail?
Prospect
Has Time
For Call?
Prospect
Is DMC?
Prospect
Is Not
Tided Up?
Prospect
Has
Interest?
Prospect
Wants to
Proceed?
YES YES YES YES YES YES
NO
Agent
Re-Dials
Agent
Arranges
Call-Back
Agent Can
Speak with
DMC?
Agent Can
Register
Prospect to
‘Remind Me’?
Agent
Identifies
Objection
INPUT
Re-Dial
NO NO NO NO
TRIGGER
Email:
“Someone
from XLN try
to call you”
INPUT UP DATE INPUT
Sales
Lead
Call Back
NO NO
Up-date
DMC Contact
Details if
necessary
CEDs
HTQ
Outcome
Reason
Types
YES: INPUT
TRIGGER TRIGGER TRIGGER
Email (DL)/SMS (Mob):
“Thanks for your
time today. We’ll
call you”
Email: “Your
renewal
period is up”
Email:
“Did you
know?”
Tele-Sales Agent Prospect
Data Capture
Agillic / Prospect
Agillic Email/SMS
CTA / Key Message/Features
Sales Lead Qualification Sales Objection Handling
Get in touch
We’ll call you
We’ll call you Call me back
Get a quote
Order Now
Call me back
Get a quote
Order Now
NO
Agent
Leaves a
Voicemail
Time/Day Agreed
Product Interest
Outlook Calendar
Conf. no Reminders
NO
Product Interest
Order Incomplete?
No Agent’s name
No Call Back Time
Pack Out
Account
Set-up
Transfer
to verify
1 2 3 4 5 6 7
Y
E
S
Automated diallers
• Phone set to ring out
• Repeat 4-7 working days
• 2 dials per day
• Gap of 4 hours
Pop-up with info and outcome
steps
Answer Call Voicemail Available Authority Timescale Need Budget
YES
Availability
BANAT (Outbound): Budget, Authority, Need, Availability, Timescale
BANT (inbound) : Budget, Authority, Need, Timescale
What has
been
quoted if
applicable
Outbound Inbound 