The approach may be on the phone, in person, or via e-mail or other online method such as a social network. Do you notice a pattern? A sales process is a template for achieving sales objectives and replicating a desired level of performance by sales reps. Figure 7.1 Seven-Step Selling ProcessAdapted from Michael R. Solomon, Greg W. Marshall, and Elnora W. Stuart, Marketing: Real People, Real Choices, 5th ed. Learn about sales process mapping. You have been having some problems with them and have been doing some casual research online. She visited your restaurant, reviewed your menu, spoke with some of the wait staff, read reviews on the city magazine Web site, and even had some conversations with some of your patrons on Chef’s Blog. She came prepared with a specific idea as to how her service could help the prospect and gave a tailored presentation. You feel like this might help you solve your problem, so you agree to lease the machine for four months. In the approach stage, you make first contact with your client. This step is fairly straight forward, but it is also the great undoing of many a technical expert turned sales person. Want to nail the sales follow-up process? The sales process defines what specific steps you will take to convert leads into customers.. 1 (2005): 14, 15. At this point, the customer is using the information that is being shared as part of his evaluation of possible solutions. Maybe you received a promotional offer in the mail, your friends on Facebook have had good things to say about a particular gym, or you picked this club because it’s close to home. At this point, you develop your sales presentation and tailor it to your potential client’s particular needs. If you’re a real estate agent selling a house and your customers are an older, retired couple, you won’t take them to see a house with many bedrooms, several flights of stairs to climb, and a huge yard to keep up—nor will you show them around a trendy loft in a busy part of town. Whatever your customers need them to be. Anyone with a problem related to your area of expertise can be a potential customer. You may have been surprised if someone told you that movie scripts, regardless of the genre, all follow the same basic formula—the same sequence of events—almost down to the minute: after three minutes, the central question of the movie is introduced; after twenty-seven more minutes, the main character will set off on a new path; fifteen minutes more, and something symbolic will happen; and so on.Viki King, How to Write a Movie in 21 Days (New York: Quill Harper Resource, 2001), 34–37. She gives you an estimate of your annual savings on energy costs if you switched over to her product line. Prospecting: Searching for prospects is prospecting. If you have any questions or concerns (i.e., “I noticed there are only three tennis courts. It lays out a repeatable series of steps a salesperson takes to turn an early stage lead into a new customer. Summarise actions at the end of a meeting (use the same document internally and externally). Seven steps of a sale 1. Although you may not have realized it while you were reading it, the situation follows the seven-step selling process. is generally divided into seven steps that, once you understand them, will empower you to sell virtually anything you want and satisfy your customers: Each step of the seven-step process is covered thoroughly in this and the next six chapters so that you can learn the details of each step and how to apply them in various selling situations. him as a prospect, or determine whether he has the desire and ability to buy the product or service. The Process of Selling THE SEVEN STEPS OF A SALE 2. What eventually sold you on the product? Adapted from Michael R. Solomon, Greg W. Marshall, and Elnora W. Stuart. Sales engineers can use Lucidchart to visually demonstrate how your product or service solves client problems and makes their lives easier, such as the flowchart below. These stages is essential if you 're going to succeed in sales movie by mail, customers. 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