7 Steps Of The Sales Process Essay

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Selling is a simple, but logical, framework that has been the accepted model for almost a hundred years. Almost all selling, regardless of the product, follows a particular sequence of steps. Salespeople have adapted the specifics of the process as culture and technology changes, but the fact that they have followed the same basic model has for so long testifies to its effectiveness. While the basics of the selling process still remains the same over the years, the methods of communication and the way people interact are quickly evolving with the use of the interactive capabilities on the internet by customers and salespeople alike. Each step now includes much more collaboration between customers and salespeople with the use of social networking, …show more content…
A good salesperson researches his prospects; familiarizing himself with the customer’s needs and learning all the relevant background information about the individual or business. Collecting relevant information about customers, products, and the business equips the salesperson with the vital information to create the correct approach and presentation tailored to fulfill individual’s needs. Once the preapproach or “homework” is complete, a salesperson can now proceed to deciding upon the actual approach they are choosing to use. According to Sheldon Snodgrass in, “The 7 Steps of the Sales Process” this is where the rubber meets the road in the sales process. In this step, the salesperson will begin to form or build a relationship with their customers. A good approach is crucial to sales success because it will be the customer’s factor to determine whether the salesperson is bothersome or valuable to …show more content…
While it may be the most important step, successful closes are built by completing each of the previous steps and not jumping right to asking for the sale. Having said that, there are hundreds of closing techniques, tips, and tricks, but the most important thing to remember is that closing a sale is not a stand-alone event, but just a step in the process. This step involves identifying closing signals from the prospect that indicate it is decision time. Closing is either the easiest or the most difficult stage of the sales cycle. The execution of the previous steps foreshadow the outcome of this. Each step in the cycle is either a step forward in the prospects esteem, or a step back. Building rapport effectively and treating the prospect with respect can foreshadow a fairly simple closing. On the other hand, if the prospect is not convinced, closing may be the last opportunity to turn them into a customer. In this situation, using a closing technique ca salvage a sale, but this will require future work to earn the new customer’s trust and ensure he will not jump ship in a

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