Our sales force follows a structured 6-stage process for planning and conducting customer meetings. They begin by setting objectives and profiling the ideal customer. During meetings, they use active listening skills to understand customer needs, then compile value-based propositions highlighting how our solutions meet those needs. Finally, they analyze each meeting to apply lessons to future interactions.

1. A STRUCTURED APPROACH TO SELLING
BASIC SALES PROCESS
• Our sales force have a consistent and robust approach for
planning all customer meetings.
• Our sales force have excellent questioning and listening skills
and can identify our customers needs.
• Our sales force can compile value based propositions, maximising
the uniqueness in our proposition and sell the business benefits that
they provide.
• Our customers tell us our sales force engage with them in a consultative
fashion that adds value to their own decision making process.
• Our sales force are very good at analysing each customer meeting
they make, evaluating and applying the learnings to future calls.

2. BASIC SALES PROCESS
STAGE 1 STAGE 2 STAGE 3 STAGE 4 STAGE 5 STAGE 6
PRE-CALL CUSTOMER VALUE AVOIDING/ GAINING POST CALL
PLANNING NEEDS BASED OVERCOMING AGREEMENT ANALYSIS
OBJECTIVE SETTING ANALYSIS PROPOSITION OBJECTIONS
CHECK
IDEAL MEETING REFLECT
CUSTOMER OUTCOMES
PROFILE SELF COACHING
WON
‘Seek first to
LOST
understand REVERSAL
before being CONTINUATION
understood’ ADVANCEMENT
Stephen R Covey
CUSTOMER NEEDS ANALYSIS VALUE BASED PROPOSITIONS
DIAGNOSIS PRESCRIPTION OVERCOMING OBJECTIONS
OVERVIEW
WHERE IS YOUR CUSTOMER NOW?
L E
CURRENT ISSUE/ LISTEN EMPATHISE
STATE IMPACT PRODUCTS & SERVICES WHO
BUSINESS
AGENDA
GAP SOLUTION ADVANTAGE FEATURE PERSONAL
BENEFIT THIS IS WHAT IT DOES THIS IS WHAT IT IS AGENDA
M.A.N.
MONEY
DESIRED BUSINESS PROOF CASE STUDIES
AUTHORITY
R E
NEEDS
STATE BENEFIT
WHERE DOES YOUR CUSTOMER WANT TO BE?
RESPOND EXPLORE
NEXT STEPS
PLANNING
TOOL