Tips
5 Important Steps in the Sales Process
Think of the phases as goals that require a series of activities to accomplish them.
While the sales approach, timing, and style may vary from situation to situation, most prospects expect the salesperson to progress in a logical sequence. Five steps in the sales process includes:
- Earn the right to be considered as a qualified vendor;
- Diagnose the customer’s underlying dissatisfaction and uncover important unmet needs;
- Offer a solution tailored to the customer’s circumstances;
- Deliver on promises and implementing the solution; and
- Nurture and expand the business relationship.
Think of these steps as goals that require a series of activities to accomplish them. It is those specific activities that your sales force routinely exhibit that will define your sales process.
-Vince DiCecco, Your Personal Business Trainer
