Steps involved in selling process in IS standard documents

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for some people the idea of selling is scary off-putting even alarming but as a manager you may sometimes be called upon to sell your organization's products or services but don't worry there is a straightforward process to help you okay the great thing about a good process is that if you follow it step by step the results are predictable with sales of course you cannot predict the ultimate outcome whether you make the sale or not but you can predict whether you will do everything that you can to effectively make your pitch there are many different sales processes that you will find in different books in different training in different websites this one covers the whole process from before the sale starts to after the sale is complete it has nine steps and in the next nine videos I'll cover each of those steps in detail the first two steps happen before the sales meeting Step One is prospecting that is going out and finding prospective customers the term sounds very much like prospecting for gold and it is it's an active process of looking in the right places to find the kinds of people or organizations that are likely to want to buy your product or service once you've identified a prospect the next step is the pre-sales step in this step the first thing you want to do is to qualify the prospects that you've found to make sure they really are suitable prospects to invest your time and energy in once you've done this you need to do some preparation to Marshall all of the knowledge all of the evidence that you have about the Prospect and of course about your products and services so that you can present your sales pitch effectively and the third part of the pre-sale step is to approach the Prospect and secure the sales meeting I'm going to break the sales meeting process itself into six steps which will be steps three to eight step three is Rapport building people do business with other people so the first thing you have to do at the start of any sales meeting is to form a human bond with people you're meeting with after that step four is the opening the opening is where the formal part of your sales meeting starts you need to establish the process that you're going to follow to agree with your prospect what steps you're going to take this means finding out what they want from the meeting or setting out what you want from the meeting next you need to understand the authority that your prospect has do they have the authority to make the buying decision there and then because if they don't it's worth knowing that at the start and the third part of the opening step is to gain commitment from the prospect that they are happy to proceed in the way that you've agreed step five is all about learning what it is that your prospect needs or wants or prioritizes or prefers it's about understanding the problem they have that you'll be able to present a suitable solution this is the diagnosing step and it's all about asking good questions and listening carefully to understand their needs their desires their preferences and their priorities this is the step where we'll use the famous spin selling approach of understanding the prospect situation problem the implications of their problem and therefore their needs and if all goes well this is where you can try your pre-close that is you'll say something like this I can give you a solution to that problem would that be something you'd be interested in buying step six is what a lot of people think of as the selling process because this is where you present your Solutions the essence of this is matching what you can offer to your prospect against what they have told you that they need or want or prefer and where possible you'll be offering a number of options so they don't feel as though you are pushing them in one particular direction for each of these options or for the option that they seem to prefer you'll be demonstrating the capabilities to solve their problem and also the benefits that they will achieve if they buy your solution now you can expect that in any sales process there may well be some objections so step seven is handling those objections it's about being open to and inviting objections so that you can deal with them effectively and make your case even more persuasive when you've exhausted all of the objections and handled them all effectively now it's time to seek commitment from your prospect to buy your product or service first you'll make some final checks to ensure that they are completely satisfied with the way that you've handled their objections and if they are you'll summarize the key points the benefits of the solution you're proposing and then you will go for a close you will ask them for the sale when you've closed the sale and your prospect has become a customer or a client it's not yet the end of the sales process because the final step is after the sale the after sale step has five components first it's making sure you receive payment and second it's making sure you deliver the product or services that you've committed to deliver third you need to take responsibility for making sure they get the customer care that they bought and that they can legitimately expect and there may also be service and maintenance requirements after the sale your job as a salesperson is to act as the advocate for your customer to make sure they get the best from your organization because the final part of the after sales step is to cultivate your relationship so that when this customer needs something else that you can provide they will look to you as a preferred supplier yes sales can be a little scary for some people it's not in everybody's comfort zone but whether it is or isn't in your comfort zone be assured that if you follow a simple process an effective process like the nine steps I've laid out it will make your life easy by making sure that you do everything and forget nothing [Music] please do give this video a like if 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