Join Dean Karrel for an in-depth discussion in this video The steps of the sales process, part of Creating Your Sales Process.
- If you were to research various approaches to the sales process, you would find a variety of theories and strategies. Some sales trainers talk about seven steps, others 10, and some break it down even more with more complex analyses. In its simplest form, and the one that many salespeople have been taught, is INP, or information, need, product or service. That is really the backbone of the sales process. What you need to do as an aspiring, new, or even more seasoned sales professional is to determine how best to build on that foundation of INP and develop a more complete program that works best for you.
Let's look at mine and what we will be reviewing in this course. Planning, gathering information, and preparation. Assess the need and the solution required. Solve with a product or service. Present and sell your product or service. Ask for the business. Deliver on your promise. Follow up with your customer. Report and communicate back to your company. Evaluate and improve continually.
Then there are two more that you may or may not want to add. Those are learn from other more complex sales processes, sales prospecting. I actually have had these written down and have had in one form or another for my entire career. For many years, I had the list printed out and posted on my wall. Now I keep it on my computer in one of my sales folders. My recommendation is as you work through this course with me you will write them down as I've listed and then as you gain more experience, edit them to fit your specific requirements and selling techniques.
- Gathering information
- Assessing needs
- Presenting and selling your product or service
- Delivering on your promises
- Following up with your customer
- Reporting and communicating back to your company
- Improving your process continually
- Learning from other sales processes
- Applying your sales process to other aspects of your life