Sales process

Learn the sales process and identify weaknesses in how you sell. By know learning more about the sales process, and knowing your weaknesses and strengths, this could help you increase your sales but also how you can be more efficient in your sales. But to identify your weaknesses/strengths we first need to look at the different steps in the sales process.

Understanding and identifying the different steps in this process will also make it more clear on how you could make business improvements and work on your sales management and sales planning.

The goal of looking in to your sales process is to make more money now and to make more money in the future by using the most effective sales process.

The steps in the sales process

Prospecting / initial contact    
Preapproach - planning the sale    
Identifying and cross questioning    
Need assessment    
Presentation    
Meeting objections    
Gaining commitment    
Follow-up

Prospecting and initial contact

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Preapproach - planning the sale

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Identifying and cross questioning

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Need assessment

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Presentation

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Meeting objections

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Gaining commitment

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Follow-up

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After identifying weaknesses in the sales process

Identify the sales process constraints.
Decide how to exploit the sales process constraints.
Subordinate everything else to the above decisions.
Elevate the sales process again.

If in the previous steps a constraint has been broken, go back to step 1, but do not allow inertia to cause a system's constraint.