Sales Training for Non-Sales Professionals

There are 7 steps in the Sales Process

1. Prospecting

Objective: Identify and qualify potential leads who might be interested in your product or service.

Key Activities:

• Research: Use tools and data to find potential customers that fit your target market.
• Outreach: Initiate contact through cold calls, emails, social media, or networking events.
• Qualification: Assess whether the leads have the need, budget, and authority to make a purchase.
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2. Lead Qualification

Objective: Determine if a lead is a good fit and ready for further engagement.

Key Activities:

• Initial Contact: Engage with the lead to understand their needs and pain points.
• Needs Analysis: Ask probing questions to uncover the lead’s challenges and requirements.
• Fit Assessment: Evaluate if the lead’s needs align with your product’s benefits.

3. Presentation/Demo

Objective: Showcase how your product or service solves the lead’s problem or meets their needs.

Key Activities:

• Tailored Presentation: Customise your pitch to address the specific needs and pain points of the lead.
• Product Demonstration: Provide a live demo or trial of your product to highlight its features and benefits.
• Value Proposition: Clearly articulate the value and unique selling points of your solution.

4. Handling Objections

Objective: Address and resolve any concerns or objections the prospect may have.

Key Activities:

• Listen Actively: Understand the root of the objection by listening carefully to the prospect’s concerns.
• Clarify: Ask questions to ensure you fully understand the objection.
• Respond: Provide clear, concise, and empathetic responses that address the concern.

5. Closing

Objective: Secure the commitment and finalise the sale.

Key Activities:

• Proposal: Present a formal proposal or quote outlining the terms and conditions.
• Negotiation: Discuss and adjust terms as needed to reach an agreement.
• Final Agreement: Obtain a formal commitment, whether through a signed contract or verbal agreement.

6. Follow-Up

Objective: Maintain the relationship and ensure customer satisfaction after the sale.

Key Activities:

• Onboarding: Provide necessary support and training to help the customer get started.
• Check-Ins: Regularly follow up to address any issues or additional needs.
• Feedback: Request feedback to improve your process and address any concerns.

7. Post-Sale Support

Objective: Provide ongoing support and build long-term relationships.

Key Activities:

• Customer Service: Address any issues or questions that arise after the sale.
• Upselling/Cross-Selling: Identify opportunities to offer additional products or services that may benefit the customer.
• Loyalty Programs: Implement programs to reward and retain customers.