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Sales Process Mapping

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A sales process is simply a series of customer-focused steps that enables the sales person to substantively increase win rates, build customer retention, and increase revenue production.

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Sales Process Mapping

  1. 1. Sales Process Mapping
  2. 2.  A sales process is simply a series of customer-focused steps that enables the sales person to substantively increase win rates, build customer retention, and increase revenue production.  The five steps in the Customer Buying Process consists of several key activities and has a predictable, measurable outcome.
  3. 3. Step One: Identify needs Business owners look for ways to improve revenues and market share, to lower costs, and to improve operating efficiencies. Consumers look for ways to improve their standard of living or their overall satisfaction.
  4. 4. Step Two: Determine Requirements The customer’s goal in this step is to clearly identify all the aspects of the problem or opportunity they are trying to solve and to specify the requirements for a solution.
  5. 5. Step Three: Evaluate Options The customer solicits proposals and seeks out proof that the potential vendors can meet the stated requirements
  6. 6. Step Four: Negotiate The customer now has a clear understanding of the options available and begins negotiations to acquire the product or service. Price is one consideration, but negotiating considerations include the cost of change and the risk that the solution will not meet their needs.
  7. 7. For More Details Visit http://www.salesxcellence.com/

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