Sales Process Overview

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What is a sales process?

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A structured, repeatable set of steps that a salesperson uses to guide a prospect through the buying journey, ultimately leading to a closed sale.

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What are the main goals of a sales process?

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To help salespeople effectively move potential customers from initial awareness to becoming paying customers.

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List the typical steps involved in a sales process.

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1. Prospecting 2. Preparation 3. Approach 4. Presentation (Sales Pitch) 5. Handling Objections 6. Closing 7. Follow-up

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What is prospecting in the sales process?

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Identifying and qualifying potential customers who might be interested in your product or service.

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What does preparation involve in the sales process?

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Gathering information about the prospect and their needs, and preparing your sales pitch.

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What is the approach step in the sales process?

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Making initial contact with the prospect, either through a cold call, email, or in-person meeting.

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What is the purpose of the presentation step in the sales process?

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Delivering a compelling presentation of your product or service, highlighting its benefits and how it can address the prospect's needs.

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What does handling objections mean in the sales process?

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Addressing and overcoming any concerns or objections the prospect may have.

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What is closing in the sales process?

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Asking for the sale and finalizing the purchase. Make sure customers understand terms and restriction.

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What techniques to handle Objections ?

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Feel, Felt and Found