The Sales Process

The “sales process” is a systematic, repeatable series of steps that map out and track all interactions with a prospect from prospecting to delivery and all the other steps in between. Some sales experts refer to this process as the road to the sale. Because it is the pathway that you take, should take, each and every time you have a prospect and where your sole objective is of closing a deal, getting a sale.

The particular steps that a sales person take from engagement to close deal varies from industry to industry, company to company and product to product. There are, however, some  common steps that are inherent in just about every sales process. These broad yet common steps include:

  1. Prospecting;
  2. Discovery or Need Analysis;
  3. Product Selection;
  4. Product Presentation;
  5. Trial Close;
  6. Write  Up;
  7. Negotiation;
  8. Overcoming Closing Barriers;
  9. Closing
  10. Delivery;

A special point must be made that depending upon your particular industry, company and/or product, you might have many more steps or you might have many steps consolidated.You might have a sales process that is simple and can happen within a single engagement (often referred to as a one-call close). You  might have a much more complex process where the selling process unfolds over a series of calls, a series of engagements lasting from a few days to a few years.

Whichever the case, the importance of knowing your sales process is such that you can predict with a high degree of certain the likelihood of closing a deal. Because when you follow these proven steps, you are more likely to end up with a successful conclusion of the sales call, In other words, a closed deal.