8/3/2019 Sales Process(1)

1/20

8/3/2019 Sales Process(1)

2/20

8/3/2019 Sales Process(1)

3/20

A systematic approach to selling a product or

service

8/3/2019 Sales Process(1)

4/20

` Prospect identification

` Prospect qualification

` Need identification and development

` Solution development` Proposal

` Negotiation

` Closing

` Deal Transaction

` + Then what?

Pre-sales

Salestunnel

8/3/2019 Sales Process(1)

5/20

` After Sales Relationship building

After sales services

8/3/2019 Sales Process(1)

6/20

8/3/2019 Sales Process(1)

7/20

` Prospect identification (Sales Lead) the identity of a human or entity potentially interested in

purchasing a product or service, and represents the firststage of a sales process.

Leads can be generated by many different marketing

campaigns or can have many different sources. Leads

can be generated through mailings (fax, paper, and

email), fairs and trade markets, phone (call centers),database marketing and websites.

` Prospect finding and qualifying.ppt

8/3/2019 Sales Process(1)

8/20

` Prospect qualification For a sales lead to qualify as a sales prospect, or

equivalently to move a lead from the process step salesleadto the process sales prospect, qualification must be

performed and evaluated. Typically this involves

identifying by direct interrogation the lead's product

applicability, availability of funding, and time frame for

purchase. This is also the entry point of a sales tunnel,sales funnel or sales pipeline.

8/3/2019 Sales Process(1)

9/20

` Other variables of evaluation business needs, authorization to transact business

(financial or operational), money or budget and an"economic buyer" or in other words, who would stand to

benefit the most (or lose the most) if the good or service

were to be acquired (or not acquired).

Another subject in the buying process is usually referred

to as either an "influencer" or a "saboteur", someonewho, although not the financial or operational authority,

exercises a significant level of internal control or leverage

in the buying process.

8/3/2019 Sales Process(1)

10/20

` Need identification/ development I

n this stage the salesperson takes a qualified prospectthrough a series of question and answer sessions in

order to identify the requirements of the prospect. During

this step, the salesperson will attempt to help the buyer

identify and quantify a business need or a "gap" between

where the client is today and where they would like to bein the future. Based on that gap, needs can be clarified to

determine if the solution will fill all, or part of the overall

gap.

8/3/2019 Sales Process(1)

11/20

` Solution development As a result of the need identification process the

salesperson is able to come up with a proposal

suggesting various products/services that will suffice the

need as presented by the prospect.

8/3/2019 Sales Process(1)

12/20

` Proposal

There are three distinct categories of business proposals:x formally solicited

x informally solicited

x unsolicited.

Solicited proposals are written in response to published

requirements, contained in a Request for

Proposal (RFP), Request for Quotation (RFQ), or

an Invitation For Bid (IFB).

8/3/2019 Sales Process(1)

13/20

` Proposal (continues) Informally solicited proposals are typically the result of

conversations held between a vendor and a prospectivecustomer. The customer is interested enough in a product orservice to ask for a proposal. Typically, the customer does notask for competing proposals from other vendors. This type ofproposal is known as a sole-source proposal.

Unsolicited proposals are marketing brochures. They arealways generic, with no direct connection between customerneeds or specified requirements. Vendors use them tointroduce a product or service to a prospective customer. Theyare often used as "leave-behinds" at the end of initial meetingswith customers or "give-aways" at trade shows or other public

meetings. They are not designed to close a sale, just introducethe possibility of a sale

8/3/2019 Sales Process(1)

14/20

` 1. Get together in groups

` 2. Try to answer the following questions for each

step

Who? What?

Why?

8/3/2019 Sales Process(1)

15/20

` Negotiationx About price

x About delivery; when? and where?

x What else?

Accept only creative outcomes

Understand cultures, especially your own.

Dont just adjust to cultural differences, exploit them.

Gather intelligence and reconnoiter the terrain.

Design the information flow and process of meetings.

Invest in personal relationships.

Persuade with questions. Seek information and understanding.

Make no concessions until the end.

Use techniques of creativity (win-win strategy) Continue creativity after negotiations.

8/3/2019 Sales Process(1)

16/20

` 10 Ways to Generate More Ideas Establish common goals of what this "collaboration" would create. A more

workable deal? Some common long term goals? A closer partnership?

Establish the rules of engagement. The purpose of the exercise is toresolve differences in creative ways that work better for both parties. Allideas are possibilities, and research shows that combining ideas fromdifferent cultures can result in better outcomes than those from a singleculture.

Trust is key, and difficult to establish in many cultures. Certain techniquesmight speed that process a little. Being offsite, for example. Establishingphysical proximity that unconsciously signals intimacy.

Add diversity (gender, culture, extroverts, different work specialties,experts, outsiders) to the group. Indeed, the diversity associated withinternational teams and alliances is the real goldmine of creativity innegotiations.

Use storytelling. This both helps establish who you are and what point ofview you are bringing to this collaboration.

Work in small groups. Add physical movement. Tell the participants to

relax, play, sing, have fun, and silence is ok.

8/3/2019 Sales Process(1)

17/20

` Work holistically and using visuals. If, for example, there are threesticking points where neither side is happy, agree to work on thosepoints by spending a short time 10 minutes on each point where

both sides offer "crazy" suggestions. Use techniques of improvisation.Neither side should be offended by the crazy ideas. No one shouldcriticize. Explain that by exploring crazy ideas that better ideas areoften generated.

` Sleep on it. This enables the unconscious to work on the problems, andgives negotiators time to collect opinions before meeting again the nextday. Other kinds of breaks, coffee, etc. are also helpful. The overnightpart is particularly important. Anthropologist and consumer expertClotaire Rapaille* suggests that the transitions between wakefulnessand sleep allow new kinds of thinking calming their brainwaves,getting them to that tranquil point just before sleep (page 8).

` Doing this process over several sessions allows both sides to feel thatprogress is being made, and actually generates better and morepolished ideas that both sides can invest in.

` It is the process of creating something together, rather than the specificproposals, which creates bonding around a shared task and

establishes new ways of working together. Each side feels honored andall can feel that something is being accomplished.

*ClotaireRapaille, The Culture Code,New York: Broadway Books, 2006

8/3/2019 Sales Process(1)

18/20

` Closing is a sales term which refers to the process of making a

sale. The sales sense springs from real estate,where closing is the final step of a transaction. In sales, it

is used more generally to mean achievement of the

desired outcome, which may be an exchange

of money or acquiring a signature. Salespeople are often

taught to think of targets not as strangers, but rather as

prospective customers who already want or need what is

being sold. Such prospects need only be "closed."

8/3/2019 Sales Process(1)

19/20

` Most common techniques Assumptive Closing

x This is most commonly used in cold calling after impulsing a customer

x Making the assumption the customer has made the decision to buy. The salesperson will tell them what they are going to do to complete the sale. "Just passme your credit card and I'll start the paper work for you, thanks"

Direct Close: Simply ask for the orderx "Do I have your authority to proceed with this order?" / "When would you like

delivery?" / "Would you sign this order form please?" / "May I confirm yourdelivery and invoice addresses are correct for this order?"

The Either/Or Choice Close: "Would you like red or green?" / "Wouldyou like the standard or enhanced package?"

The Half Nelson hold Close: Used to 'strong arm' a prospect after/he requests something. "Will you go ahead if we can provide that?"

Duke Of Wellington Close: In the Duke OfWellington close you make alist or table of positive and negative points, then take each negative inturn and convert it:x

"Yes, it does look expensive,I

agree, but if you take into account thedurability/reliability/performance, then over time this is actually a much cheaperoption than taking the cheap and cheerful rubbish, that only......"

8/3/2019 Sales Process(1)

20/20

` Transaction A deal transaction is the stage of the process where

money exchanges hands in return for a product orservice.

Its the last step of sales tunnel but: not the end of the

process

Then comes the after sales services and account

management The whole process should be able to build a relationship

Dont jeopardise the business in order to close just one

deal