The Sales Process
By Wendy Connick, About.com Guide
- Qualifying Prospects and Making Presentations
- Addressing Objections and Closing the Sale
- Asking for Referrals
Managing Your Sales Cycle
Understanding the sales cycle is crucial to controlling it. And controlling the sales cycle is how you can build yourself of a steady flow of sales, instead of enduring the feast-or-famine lifestyle common to salespeople.
- The 7 Stages of the Sales Cycle
- Controlling Your Sales Cycle
- Moving a Prospect Through the AIDA Process
- Overcoming Your Fear of Selling
Prospecting and Lead Generation
Finding leads is the basic building block of sales. After all, if you can't find anyone to sell to, you're not going to make many sales! Old sources will frequently dry up temporarily or even permanently, so it helps to have at least two or three major lead sources.
- Before You Start Prospecting for Leads
- Sales Prospecting with AIDA
- Get Free Sales Leads from Chambers of Commerce
Once you've got your lead list in hand, you need to get in touch with those people and make appointments. Many salespeople prefer to cold call over the phone, but you can also call in person, send email or even mail out sales letters.
- 8 Tips for Productive Sales Calls
- Preparing for Cold Calls
- Gatekeepers Are Your Friends
- How to Keep Your Email Campaign Out of Your Prospect's Spam Folder
- How to Write and Use an Opener
Qualifying Prospects and Making Presentations
The qualification stage usually takes place at the appointment itself, although you can also qualify briefly during your initial contact. The idea is to confirm that your prospect is both able and potentially willing to buy your product. Once you've qualified them, it's time to make your pitch. Keep in mind that you're not just selling your product... you are also selling yourself!
- 5 Steps to Identify Qualified Leads
- Designing a Lead Qualification System
- Quick Tip: Questioning Prospects
- Build a Winning Sales Presentation
- Overcoming a Bad First Impression
- 17 Great Presentation Tips
- Quick Tip: Pace Your Presentation
- Selling to Executives
- Selling to Multiple Decision Makers
- What is WIIFM?
Addressing Objections and Closing the Sale
Before you can close the sale, you'll need to address your customer's objections. Once you've done so, always wrap up an appointment by asking for the sale. The prospect won't ask YOU.
- How to Handle Objections in Six Easy Steps
- Types of Objections
- Quick Tip: Objections and Conditions
- Price Objections
- How to Close a Sale
Asking for Referrals
This is hands down the most commonly neglected step. Too many salespeople are so relieved to get a sale that they grab their things and race out the door the second they get the chance, for fear the prospect will change their mind!