Process Steps for Sales to Consumers SOLUTION SELLING

Process Steps for Sales to Consumers SOLUTION SELLING® SALES PROCESS STEPS SALES PROCESS ACTIVITIES AND MILESTONES Phase 1 Phase 2 Phase 3 Phase 4 Phase 5 Prospecting Qualifying Proposal Decision Repeat Business Generate new prospects (via referrals, networking, trade associations, conferences) Probe and assess needs with decisionmaker Demonstrate to decision-maker your ability to meet their needs Negotiate Close the sale Qualify the buyer Follow-up with the customer Ask for the business Look at existing customer base for opportunities OUTCOMES/GOALS JOB AIDS Initial sponsor identified Create a buying vision that maps product/service to business needs Buying vision and access to decision-maker Business Development Prompter Product/Service Benefit Statement Customer Reference Story Follow-Up to Product/Service Sales Call (informal) Complete the work (deliver the product/service) Issue the proposal Value demonstrated and proposal submitted Product/Service Evaluation Plan Signed contract Satisfied customer (repeat business, reference) Rebuttals to Negotiation Roadblocks Product/Service Satisfaction Tracker Give-Get List for Negotiation Tradeoffs Sale Follow-Up Letter Negotiation Tracker Competitive Points List CUSTOMER BUYING PROCESS Identify needs Determine requirements Evaluate options Negotiate Implement and evaluate success