SALES FLOW

Objectives

Present all the sales process flow;

Quick tips in sales steps;

Sellers with a holistic view of sales.

SALES FLOWstep by step

ANALYSIS

BEFORESALES

SALESAFTERSALES

SALES FLOWstep by step

ANALYSIS

1. SEGMENTATION• Evaluation of local market• Recognition of groups• CRM

2. TARGETING• Analyses of groups and local needs• Define focus• Define products

BEFORE

SALESSALES FLOW

step by step

1. RESEARCH – you need to know...

• Size of the company;• Values and mission;• Main partners;• Main activities.

AT LEAST!

BEFORE

SALESSALES FLOW

step by step

Where am I going to look for this information?

BEFORE

SALESSALES FLOW

step by step

BEFORE

SALESSALES FLOW

step by step

2. THE APPROACH• Telefone call;• Network events;• Visits; • E-mail

Remember that the objective of the PHONE CALL is to schedule a meeting!

BEFORE

SALESSALES FLOW

step by step

BEFORE

SALESSALES FLOW

step by step

1. Present yourserlf (name and role)2. Be objective and polite3. Concentre!4. Write important things

BEFORE

SALESSALES FLOW

step by step

1. Don’t say that you are a“new member”

2. Don’t use internal acronyms3. Don’t come across as nervous.

SALES SALES FLOWstep by step

1. PREPARING AND PLANNING• Call the company one day before

the meeting in order to confirm.

• Live the meeting, mentally!-Identify the possible needs and doubts;- Make sure you know all the extra information.

• Don’t forget to check: sales material, digital presentation and business card .

SALES SALES FLOWstep by step

Key things for the

first meeting!

Know-how of the product

Dominate the

situation

Understand

client’s context

In the meeting...

Be positive and assertive

Don’t be late!

Arrive 10 minutes earlier

SALES SALES FLOWstep by step

SALES SALES FLOWstep by step

ALWAYS

Keep calm

Eye contact

Listen

Observe and

interpret

Say the essentia

l

Understand

Call by name

SALES SALES FLOWstep by step

NEVER

Speak something you don’t know Cross

your arms

Speak too loud

Look at your

watch

Say the essenti

al

Criticize

Disagree

Closing the meeting...

SALES SALES FLOWstep by step

Present the proposalPresent the pricingTalk about timelineTalk about documents

Negotiate

NEVERget out without setting next steps!

Define a clear deadline for answers

ABC = ALWAYS BE CLOSING

SALES FLOWstep by step

AFTER SALES

SALES FLOWstep by step

New accou

nt

Sign the contract

Prepare the

documents for visa

Job descripti

onMatchi

ng proces

s

AFTER SALES

Objectives

• Present all the sales process flow;

• Quick tips in sales steps;

• Sellers with a holistic view of sales.