Sales Process 101

Regardless of what company, industry, or market you work in, the sales process almost always remains the same.  Once you have some experience under your belt you may add your own variances and personal touches, tailoring the process more specifically to your prospects and industry.  However, the core steps will always remain the same. 1. Cold Calling (Prospecting) Prospecting, also known as cold calling is the first step in the sales process...

Read More

Cold Calling Basics: In Person

The in-person cold call is the oldest in the book.  It is still used daily by outside sales representatives, but more and more companies are shifting towards having strictly an inside sales force.  If you are in B2B sales then the chances are you make in-person cold calls every day.  If you are an inside sales representative feel free to skip this section and head to the phone call basics post. Cold calling is often times the first contact a...

Read More

Cold Calling Basics: Teleprospecting

Cold calling by phone, also known as teleprospecting, is very different from telemarketing.  Telemarketers are selling less expensive products and are trying to get a prospect to purchase their product or service on the first phone call.  They are usually calling residential phone numbers and have a memorized talk track.  Teleprospecting on the other hand, is a part of the sales process and is all about gathering information and setting in...

Read More

First Appointment Basics

How to Run a Proper First Appointment If you are in outside sales, the first appointment with a prospect is vital to your success in eventually selling them your product or service. Just think, the first time you meet someone is a chance to create a lifelong customer. This person has agreed to meet with because you’ve scheduled an appointment with them over the phone. Either your timing is great and they are looking for your product or service,...

Read More

Qualifying & Discovery Phase

Now that you have qualified your prospect in the first appointment, it is time to move on to the discovery phase.  In my opinion, the discovery phase is the most important part of the whole sales process.  This is simply where deals are won and lost; so, pick up your magnifying glass and put your detective hat on. The most successful salespeople know that the easiest way to win somebody’s business is to take the time to fully understand what...

Read More

Closing Basics | How to Close the Sale

Closing…the most talked about part of the selling process. Old school sales training teaches reps how to “always be closing” and find ways to push the prospect into a sale. These methods are dead, and almost nobody does business like this anymore. With the amount of information available to businesses and consumers, prospects can make informed decisions about you and your product. There is no way to repeatedly trick prospects into buying from...

Read More

Sales Presentation & Proposal Basics

It is now time to present your findings and sell the prospect on why they need your business.  If the presentation and proposal meeting goes as planned, it will turn into a closing appointment.  In order for this meeting to go as smooth as possible you will have needed to hit every step in the sales process effectively.  If you know exactly what the prospect wants to see, how much money they are willing to spend, and have built the rapport and...

Read More

Post Sale Basics

If you’ve made it this far in the sales process then you have done your job, closed a sale! Congratulations. Now it is time for the fun stuff…. Post sales. There are three main segments to the post sales part of the selling process. These segments include coordination of the deliver and/or implementation, customer satisfaction, and quarterly business reviews. Coordination of implementation Once you get the deal closed and the paperwork signed,...

Read More