The Steps of The Sales Process

As a student delving into the world of sales, understanding the intricacies of the sales process is crucial for future success in the business world. Each stage, from prospecting to follow-up, presents unique challenges and opportunities for building relationships and closing deals. In this essay, we'll explore the key stages of the sales process and uncover actionable strategies for navigating them effectively. Join me as we delve into process analysis ideas to explore, gaining valuable insights into the art of successful selling. Let's embark on this journey through the sales process together, unraveling its complexities and discovering the secrets to sales success.

The first step of sales process is prospecting. At this stage you need to find potential customers and identify whether they have a need for your product or service and to see if they can afford your product or service.

Second stage of sales process is preparation for initial contact with a potential customer. You need to make a research about the market and collect all information that is relevant to your product or service. At this point you need to put everything together and tailor it to your potential client’s particular needs.

Third stage is approach at this point you make a first contact with your customer. Sometimes it can be face to face, through the phone or through the internet. Usually there are three types of approaches. Premium approach is presenting it to your potential customers at beginning of your interaction you can include a gift. Question approach, asking questions to get the prospect interested, for example TalkTalk internet does this, they get people to stand in town and they approach you with questions like “How much you pay for your internet?’, “Would you be interested in this offer?’. Product approach, giving the prospect a sample or free trial to review and evaluate your service. Netflix does that they give you a free month trial to see if you like it also ESTEE LAUDER gives you a free foundation sample to see if you like it or not.

Fourth stage is the presentation stage, at this stage you deliver you presentation and actively show how your product or service meets customers” needs.

Fifth stage is handling objections, at this stage you listen to your prospects concerns and address them, at this point many people dropout. There are some times when the customer argues and differs from the demonstration and explanation given by sales person to him.

Sixth stage is the closing stage. Alternative choice close, assuming the sale and offering the prospect a choice where both options close the sale, “Will you be paying the whole fee up front or in instalments?” or “Will you pay with cash or by the card” its about giving your customers different ways to pay for the product or service.

Seventh stage is follow up, at this stage you stay in contact with your customer that you have closed, not only for potential repeat business but for referrals as well. At this stage you ensure that your customers are happy with the purchase they have made.