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