Lesson notes, exercises, downloads, and recommended reading are below the video. On mobile, the video will rescale when you play it.


The Sales Process – a Summary of the 9 Step Selling Process

For some people, the idea of selling is scary, off-putting, even alarming. But, as a manager, you may sometimes be called upon to sell or help sell your organization’s products or services. But don’t worry. There is a straightforward sales process to help you.

Watching this video is worth 2 Management Courses CPD Points*.
🔎 See below for details

Sales and Selling Skills
This video is part of course module 8.4.1
Program 8: Managing Customers and Clients
Course 4: Sales / Selling Skills
Section 1: The Sales Process

Other videos that describe the Sales Process:
🎬 Sales Prospecting https://youtu.be/m7bQ4wNeZmo
🎬 Pre-Sales Activities https://youtu.be/lEBsFG_jqnU
🎬 Rapport Building https://youtu.be/aJqduxW2MA4
🎬 Opening the Sales Meeting https://youtu.be/gjI7e-DBPH4
🎬 Diagnosing the Need https://youtu.be/pAsYVf4E3to
🎬 Presenting Solutions https://youtu.be/xf-mhhbL2tk
🎬 Handling Objections https://youtu.be/S6JFm46Gfso
🎬 Seeking Commitment https://youtu.be/1D1-VC9Ccjk
🎬 After Sales Activities https://youtu.be/3qrrlXwDjJI

LESSON NOTES
This sales process has nine steps. And, the next nine videos in this series will cover each step in detail.

Before the Sales Meeting
1. Prospecting

2. Pre-Sale
a. Qualifying
b. Preparation = pre-approach
c. Approaching

And now, the sales meeting
3. Rapport Building

4. Opening
a. Establishing process
b. Establishing authority
c. Gaining commitment to process

5. Diagnosing
a. Identify problems, needs, pain, desires,
preferences…
b. SPIN
c. Pre-close (STW)

6. Presenting Solutions
a. Matching to need
b. Offering choice
c. Demonstrating capability and benefits

7. Handling Objections

8. Seeking Commitment
a. Final checks
b. Summarize
c. Close

Now, the sales meeting is over…
9. After-Sales
a. Payment
b. Delivery
c. Customer care
d. Service and maintenance
e. Cultivate relationship

RECOMMENDED EXERCISE
1. How does this sales process work with kinds of sales you may need to make? Create your own version by adding, splitting, merging, removing, and renaming steps, to create a sales process that fits your needs. (2 MC CPD Points)

DOWNLOADS
Free Resources
🧰 CPD Tools – https://gum.co/MC-CPD
Paid resources
🧳 Management Courses Onboarding Kit – https://gum.co/MC-ObK ($3)

RECOMMENDED READING
There are many books that introduce NLP. These are the ones I have, and can recommend:
📖 To Sell Is Human https://geni.us/L2EQmt
📖 The Only Sales Guide You’ll Ever Need https://geni.us/AEAVD5
📖 The New Strategic Selling https://geni.us/Zt2Z9n3
📖 SPIN Selling https://geni.us/Ir5xu
📖 The Psychology of Selling https://geni.us/AjR8AA

⭕️ Links to our book recommendations are affiliated through Amazon and help support our free videos

Managers Need a Basic set of kit to do your job well. Here are my top recommendations: https://kit.co/MikeClayton/manager-s-work-kit (the links are affiliated)

MANAGEMENT COURSES CONTINUING PROFESSIONAL DEVELOPMENT (CPD) POINTS
You can record your Management Courses CPD points on our free, downloadable CPD record log.
📓 Download it at: https://gum.co/MC-CPD
Each video has two levels of MC CPD points. For this video:
– If you simply watched the video, record 2 MC CPD points
– If you also carried out all of the recommended exercises, score a total of 4 MC CPD points

CHAPTER MARKERS
00:00 – Selling can be scary
00:30 – The Great thing about a good process…
00:56 – The Sales Process
01:26 – Step 1: Prospecting
01:49 – Step 2: Pre-Sales
02:42 – Step 3: Rapport Building
02:55 – Step 4: Opening
03:45 – Step 5: Diagnosing
04:42 – Step 6: Presenting Solutions
05:28 – Step 7: Handling Objections
05:48 – Step 8: Seeking Commitment
06:24 – Step 9: After Sales
07:35 – Summing up the Sales Process

#ManagementCourses #Sales #SalesProcess

source

Sales Optimization: Upselling, Down-selling, and Cross-selling
Account Management: What is Account-based Selling?
Pricing and Fear of Price
The 1-2-3 of a Successful Written Sales Proposal
Cold Calling to Get a Sales Appointment
You Need a Sales Strategy: Which One?
How to Qualify Your Sales Prospects
What is the Sales Funnel?
5 Components of a Powerful Sales Attitude
Sales Success Tips: Sales Do’s & Don’ts
Master Selling: Why People Do and Don’t Buy
After-Sales Activities [Sales Process Part 9 of 9]
Seeking Commitment – Closing the Sale [Sales Process Part 8 of 9]
Handling Objections to the Sale [Sales Process Part 7 of 9]
Presenting Solutions [Sales Process Part 6 of 9]
Diagnosis: Diagnosing the Customer’s Need [Sales Process Part 5 of 9]
Opening the Sales Meeting [Sales Process Part 4 of 9]
Sales Meeting Rapport Building [Sales Process Part 3 of 9]
Pre-Sales Activities [Sales Process Part 2 of 9]
Sales Prospecting [Sales Process Part 1 of 9]

Mike Clayton

About Mike Clayton 

Dr Mike Clayton is a (former) Project Manager and now a management educator. Having trained thousands of people at live workshops, seminars, and conferences, he now delivers training mainly via video. He has 14 books with international publishers and runs two successful YouTube channels. He is also the founder of OnlinePMCourses.com

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