Process Steps for Sales to Small Businesses SOLUTION
Process Steps for Sales to Small Businesses 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) Look at existing customer base for opportunities Identify decisionmaker within target company 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 Customer Reference Story Follow-Up to Product/Service Sales Call (formal) Identify business needs Negotiate terms and conditions Complete the work (deliver the product/service) Close the sale Follow-up with the customer Ask for the business Issue the proposal Product/Service Benefit Statement Competitive Points List Create an evaluation plan to demonstrate to decision-maker your ability to meet their business needs Asses potential, including revenue forecast and internal dependencies Business Development Prompter Selling Points Presentation CUSTOMER BUYING PROCESS Probe and assess needs with decisionmaker 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 Follow-Up to Product/Service Sales Call (informal) Determine requirements Evaluate options Negotiate Implement and evaluate success
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