What are the ten steps of the selling process?
Sales Process - a sequence of actions taken by the salesperson which leads toward the customer taking a desired action and ends with follow-up to ensure purchase satisfaction.
10 steps in the selling process:
What are the steps before the sales presentation?
B.Obtaining an appointment.
What is a qualified prospect?
1. Prospect - a qualified person or business that has the potential to buy your product or service.
2. Prospecting - identifies potential customers.
3. Increases sales.
4. Replaces customers that will be lost over time.
5. "Lead" - a person or business who might be a prospect.
What are the more popular prospecting methods that work?
See Module 7
What is the referral cycle?
Provides guidelines for when a salesperson should ask for referrals.
B.The parallel referral sale - sells the product plus sells the prospect on providing referrals.
C. The secret is to ask correctly.