This document outlines the key steps in a sales process from identifying prospects through closing deals and maintaining customer relationships. It involves generating leads, qualifying potential customers, discovering needs, presenting solutions, negotiating agreements, delivering products or services, collecting payment, and obtaining referrals. The goal is to move prospects through the stages of the sales funnel from suspect to customer to repeated and referred business. A variety of tools are listed to support marketing, prospecting, sales discovery meetings, proposals, contracting, and ongoing customer support.

1. Get There Process
Volume
# Close = Goal/“Ideal Client”Avg. Value Personal Goal = Target Revenue/Commission %
Velocity
Opportunity Generating Activities
Suspects
Sales History Supplier Lists Competitive Intelligence
Referral Sources Industry Lists Trade Shows
Networking Events Seminars Newsletter Leads
Market Intelligence Marketing
Suspects Identified
Information Sent
Action Plan
Make the Call
They Answer
Qualify Prospect
Or
Disqualify Prospect
Not Looking
Need Help
Dont Know
Identify Target
-or-
Say Goodbye
Pref. Client Profile
Membership Success Stories
Referrals
Account Audit Form
Request for Proposal
Website, Newsletter,
LingedIN, Twitter,
Blog, PR,
Email Signature,
Seminar-PPT Deck,
Mailer, Call Scripts
Business Cards
Sell/Cut Sheets
Warm Introduction
Qualify“Target”as ideal.
Pre-Seed Information
Meeting Scheduled
Indentify Decsion Maker
Measure Poential
Handle Put-Offs
Give Reason to Meet
Identify Buying Process
Esteblish Timeline
Establish Credibility
Pre-Work Milestones
Customer
Buying
Process
Targeted
Outcome
Selling
Tools
Marketing
Support
Tools
Prospect
Targets
Discovery
Meetings
Solutions
Proposals
Partnering
Post
Triggering Event
Looking for an Excuse
Want to Learn More
Validate Opportunity
Schedule a Meeting
Identify BANT
Clear Next Step
Pref. Client Profile
Value Proposition
Comp Advantages
Success Stories
Referral
Open Ended Questioning
Website, Newsletter,
LingedIN, Twitter,
Blog, PR,
Email Signature
Power Point Deck
Sell/Cut Sheets
Background Infromation
Meeting Scheduled
Have a Plan
Know BANT.
Learn More about their
business
How do they make money?
What do they do well?
What to do better?
Gain Feedback
Accrual Intelligence
Determine Credibility
Determine
Requirements
Determine Needs
Trust
Sales Call Anatomy
Discover Questions
Success Stories
Account Audit
Referral
Have a Solution- Soft Close
Permission to present
Develop solution
Clear Next Step
Identify BANT
You Can Help!
Website, Newsletter,
LingedIN, Twitter,
Blog, PR,
Email Signature,
ThankYou Card
Folder
Sell/Cut Sheets
BANT Identified
Questions answered
Know how they buy
Consulted Internal Resources
Opportunity Filter
Timely Response
Buy-In
PM in Place
Pricing/Terms
Have Capacity
Defined a Need
Framing Expectations
Waiting ForYou
Looking for Excuses
Win-Win Solution
All Objections Covered
Action Plan
Clear Next Step
RFP Format
Contract Format
Discovery questions
Audit Results
Opportunity Filter
Website, Newsletter,
LingedIN, Twitter,
Blog, PR,
Email Signature,
Folder
Sell/Cut Sheets
Solution Developed
Decision Makers there
Meeting Scheduled
Add Value to Business
Handle Stalls
Handle Questions
Soft Close
ASK FOR THE ORDER
Evaluate Options
Negotiate
Purchase
Looking for Excuses
Commitment for
Business
Clear Next step
Action Plan
Testimonial
Answers from Questions
Success stories
Audit Results
Referral
Opp Filter
Defined Offering
Pre-Committement
Is it a Win-Win?
Added Value
Review Expections
Finalize Terms
Deliver Set
Payment Terms
Purchase Order
Credit Approval
Expect Results
Expect Follow-Up
Soltuon Developed
Decision Makers there
Signed Contract
Website, Newsletter,
LingedIN, Twitter,
Blog, PR,
Email Signature,
ThankYou Card,
Proposal, Contract,
Folder
Sell/Cut Sheets
Contract
Credit App
Invoice
Contract
Website, Newsletter,
LingedIN, Twitter,
Blog, PR,
Email Signature,
ThankYou Card
Contract
Invoices
Delivery
Utilization
Paid as Agreed
Acount Audit
Strategic Business Review
Reinstate the Value
Review Success
Ask for Referral
Testimonial
Case Study
Additional Services? Additonal
Prodcuts? Feedback
Market Intelligence
Additional Services?
Realize Value
Additional Solutions
Repeat Business
Referral Business
Additional Business
Review Project Scope
Strategic Business Review
Compliments
Website
Newsletter
LingedIN
Twitter
Blog
PR
Email Signature
ThankYou Card
Invoices