1. Compendium Theater
is proud to present
“From the Page to the Stage”
The Anatomy of a Sale
Presented by:
Tim Dumas Martin Brossman

2. The Sales Funnel
• Sales-Centric
• Does not address
Pre & Post activities
• Future sales &
referrals from the
same customer
are not focused on.
$$$$$$ $$$
WE NEED MORE PEOPLE!
CLOSE SALE – DONE!
Identify Leads
Good Prospects
Qualify

3. Sales Funnel vs. UPSA Buying / Selling Cycle
5: Choose - Accept
7: Implement - Fulfill
6: Obligate - Commit
8: Track - Protect
3: Search - Target
4: Assess - Support
9: Integrate - Expand
1: Plan - Strategize
2: Recognize - Market
Buyer - Seller

4. -
UPSA Commerce Cycle

5. The UPSA Selling & Buying CycleThe UPSA Selling & Buying Cycle
ALIGNMENT IS ESSENTIAL TO THE SALE
©2006 United Professional Sales Association

6. …from spending Millions of
Corporate $$$s
…to buying Lunch!

7. The UPSA Selling & Buying CycleThe UPSA Selling & Buying Cycle
ALIGNMENT IS ESSENTIAL TO THE SALE

8. Tools for the Sales Professional
Be Aware there are 9 phases
in each cycle
Recognize which phase the buyer is in
Align yourself for SUCCESS

9. Thank You
“From the Page to the Stage”
The Anatomy of a Sale
Presented by:
Tim Dumas Martin Brossman

10. Thank You
“From the Page to the Stage”
The Anatomy of a Sale
Presented by:
Tim Dumas Martin Brossman