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Sales process map

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http://www.better-sales-and-selling.com Step four of our sales process map is the part when you are going to close the sale. This is more than an agreement; you need to anticipate things in order to deal with the logistics of delivery and installation.

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Sales process map

  1. 1. Sales Process Map<br />
  2. 2. But before you can tot up your profits, there are a few things you have to do. You have to build on the benefits statement of step three. You begin this part by fine tuning your solution. If you are selling gasoline to a trucking company this is where you decide what is the best octane rating for general use. A grocer who deals with restaurants will now help the chef decide if he wants the iceberg or the romaine lettuce.<br /> <br />Now you have arrived at the close, for which you have to be proactive. Somehow, in some way, you must ask for the business. You haven't done all of this work to not ask for the sale. It's too often the case that too many salespeople can tell when they have to shift from the sale to the close. When you take the time to learn details of the prospect and his environment, you'll be able to tell when the shift occurs. If you don't, or you become afraid or intimidated, you might miss it.<br /> <br />That is the strength of the business cycle and the steps it contains. You don't have to think about it to as much as you just after recognized where you are in the cycle. By being successful in steps one through three, is a very good chance the customer will close the deal on their own. Some of the easiest closes occur when you have focused your benefit statement on an objective that is close to their heart. Once they understand the value of your solution, it moves away from a matter of should I do this to when can I get it? They'll start to ask questions about installation instead of considering their needs. Depending on the size of the purchase, they may want to know about financing options.<br />
  3. 3. This is the stage where you need to bring up any potential risks associated with implementation. Keeping the client in the loop, about a production delay for example, increase your standing in their mind and stop a problem in the future.<br /> <br />Yet to be very careful about these things, because you can kill a deal with a bad delivery that surprises the customer and a problem with implementation can destroy any long-term relationship that you need. We are not suggesting that you spend time on the delivery yourself. Far from it. What we are asking is for you to follow up with your delivery people and your technicians so that you become the voice of the customer within your organization.<br /> <br />Hopefully you find this article of value about sales process map. For more info on sales process steps, you may visit this website, http://www.better-sales-and-selling.com.<br />
  • roberioalvim

    Sep. 20, 2011

http://www.better-sales-and-selling.com Step four of our sales process map is the part when you are going to close the sale. This is more than an agreement; you need to anticipate things in order to deal with the logistics of delivery and installation.

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