The Sales Process

The Sales Process includes the following stages:



When you know where you want your business to go it’s a lot easier to work out how you’re going to get there. The planning stage includes setting goals and understanding the obstacles you’ll face along the way.



Those who try to sell to everyone will rarely succeed. At the prospecting stage you’ll work out who your target market is and where you will find them.



Cold calling is not the only way to contact your prospects – and it’s not always the best way either. At this stage of the sales process you need to explore the marketing tools available to you and find the most effective way to contact your prospects.



You only have a few seconds to make an impression. Understanding the key to a perfect pitch is a vital part of the sales process that could make or break the sale.



Everyone wants value for money – but negotiation isn’t just about price. This stage explores the two types of variables that can be negotiated and gives you the skills to negotiate a sale successfully, overcome an objection or deal with a complaint.



The sales process isn’t complete until the sale is closed.  Whether it’s the Puppy Dog Close, the Wellington Close or the ‘Salient Ultimate Close’, you’ll discover the closing technique that works for you – and that you feel comfortable delivering.

a simplified circular diagram with three entries laid out with a dotted line leading from one to the next representing the marketing mix

The Marketing Mix

The Marketing Mix means defining the 7 P’s: product, price, position, place, promotion, people, process and physical. Once you know what you are marketing, you can start to work out how to market it.

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Campaign Development

Marketing doesn’t stop at the sale. Developing an ongoing campaign increases profits and keeps your customers loyal to you.



To grow your business successfully you need to look after your customers and keep them coming back for more.  This stage demonstrates why account management is as important a part of the sales process as the initial sale.

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What's Next

Salient Sales & Training offers a wide range of training sessions, from a 1.5 hour workshop to a full five day programme. To find out more, call us on 01793 843118 or email us today.