The Process of Selling THE SEVEN STEPS OF A SALE 2. Although intelligence gathering occurs throughout the sales process, it is at step four where it happens in earnest. This usually involves introductions, making some small talk, asking a few warm-up questions, and generally explaining who you are and whom you represent.Paul Cherry, Questions That Sell: The Powerful Process of Discovering What Your Customer Really Wants (New York: AMACOM, 2006), 21.,Neil Rackham, The SPIN Selling Fieldbook (New York: McGraw-Hill, 1996), 40. 7. This might mean sending a thank-you note, calling the customer to make sure a product was received in satisfactory condition, or checking in to make sure a service is meeting the customer’s expectations. What questions would you ask to illustrate how your product is different/better than a competitor’s. It might involve a tour (as in this real estate example), a product demonstration, videos, PowerPoint presentations, or letting the customer actually look at or interact with the product. This methodology is divided into 7 steps which differ from a usual 5-step sales process. The only way to do that is by asking lots of questions. This PowerPoint template is adaptable to every salesperson. “Many older ovens have this problem,” she says. What solutions could you offer to overcome their objections? is a lead that is qualified or determined to be ready, willing, and able to buy. This is a very important step in the entire sales process as the deal can either break or close at this step. Size of the business At P&G, we were taught to move very naturally right into the close by “suggesting easy next steps”. This article contains seven specific steps to help you spur innovation in your company. This step is fairly straight forward, but it is also the great undoing of many a technical expert turned sales person. The technical expert turned sales person is so eager to explain how the product works or why it’s unique that the benefits to the customer are left out of the discussion. William C. Moncreif and Greg W. Marshall, “The Evolution of the Seven Steps,”. Prospecting, just as the word implies, is about searching for new customers. Step 2: Preparation/pre-approach. In a later stage you might need to meet with a committee, in that case what you are selling is a meeting. Here are the 7 steps of the Sandler sales … 3. Prospecting and Qualifying. Preparation. Let’s say you want to buy a gym membership. History notes are important for a variety of reasons, not the least of which is tracking where a prospect is in the sales process, including what follow up is necessary and when. By following these 7 easy steps, you get down to the roots of what selling is all about! The first step of the Challenger sales process is to build credibility with prospects. This simply means everyone should have their “prospecting radar” up when they are out and about in the world. Adapted from Michael R. Solomon, Greg W. Marshall, and Elnora W. Stuart. during a sales call, addressing further objections before the customer is ready to buy.Dave Dolak, “Sales and Personal Selling,” http://www.davedolak.com/psell.htm (accessed June 10, 2009). Ensure your process always includes prospecting , connecting , research , presenting and closing and watch … The Approach bennyf17. The 7 steps of the B2B sales process. “Would you be interested in learning about the state-of-the-art commercial ovens our company sells?”. Seeing the sale process in this light takes a little pressure off of each encounter and makes things a bit more manageable. Mastering each one of these stages is essential if you're going to succeed in sales. Do you notice a pattern? Understanding these seven steps can help … At this point, the customer is using the information that is being shared as part of his evaluation of possible solutions. Then, you sit down to discuss pricing options and payment plans. In the B2B example, before the salesperson called the company, she had to find the company’s information somewhere—probably in a local business directory. The seven steps of the selling process closely follow the: a. AIDA concept b. hierarchy of needs c. traditional communications model d. process of forecasting and satisfying industry demand e. JIT process ANS: A The seven steps attempts to move the customer from attention to interest to desire, and finally to action. Product Knowledge If you consider your product/service in terms of how it benefits the customer, your presentation will be a focused and relevant dialogue rather than a self aggrandizing monologue. Compare the B2B and B2C examples you just read about. 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