Steps of the sale for all organizations. This is one I created for DHR when I was a consultant for the company.

2. StrategicConcepts
Six Sigma Sales
Six Sigma Sales optimization is a smarter way to manage the sales process and sales effort. By infusing Six Sigma strategies into the sales process there is more focus on facts
and data to drive better sales performance.
Six Sigma Sales Process Improvement: There are reasons why the sales department always seems to be the last portion of a company to get-on-board with Six Sigma. Sales
people generally would rather be selling than attending another training session or leading a project. When they do run a project, it is often on an issue that does not truly affect
their sales effort. In other words, sales people don’t get sold on Six Sigma because they never get to appreciate its value within the sales context.
strategicconcepts Six Sigma Sales is an approach that specifically targets selling the methodology to salespeople. The Six Sigma methodology is used to target the real business
issues affecting your sales performance. Those business issues usually fall into the following groups:
Improving the sales process: Paradigm Shift, Advanced Scalable Technology, Techniques
Enhancing the skill set of the sales force: Training, Direction, Tools
Managing sales productivity: Forecasting
Customer and sales rep retention
Targeted service and product offerings
“Six Sigma is used to describe how well the process variation meets the customer’s requirements”, Bill Smith/Motorola

3. Steps of the Sale
PAPAS
Prospecting
Approach
Presentation
Acquire
Support

4. Prospecting
Technology Centered Tools
(Webex/SugarCRM?)
1. Prospecting
Initial contact:
Cold Call, Leads, Referrals
Qualify
Value Proposition-DHR Executives
Gain approval to move to next step

5. Approach
“Suspect”
2. Approach
Engage:
Fact-find, understand, question
Listen
Qualify
Value Proposition-DHR Executives
Gain approval to move to next
step

6. Presentation
“Prospect”
3. Present
Present solution
Qualify
Value Proposition-DHR Executives
NEGOTIATE
Gain approval to move to next step

7. Acquire
“Ask for the Sale!”
4. Acquire
Get signatures
Estimate time to deliver
Clarify customers expectations
State DHR’s expectations of the customer
Value Proposition
Qualify
Gain approval to “follow up”

8. Support
5. Customer Support/Service
Install/Bill
Customer retention
Sell additional services/products “entanglement”

9. “Warrior mentality”
“A warrior dies but one death whiles a coward dies of many deaths”