Explore the steps involved in the selling process for R&D with airSlate SignNow

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[Music] in the first step of the selling process sales people must prospect for their new customers often the action of prospecting for new customers can face a lot of rejection from uninterested buyers so this can be the most daunting task for new salespeople in some cases door prospecting can be completed by going door to door to try and find new customers generally though the target market is more defined and sales people need to identify prospects in their markets sales people use a variety of informative sources to identify relevant prospects such as trade associations telephone directories other salespeople and suppliers the internet is also a very useful tool for generating new leads for potential customers a firm's account manager should address how much time should be spent prospecting for new accounts versus servicing existing ones firms may use strategic management by assigning certain people to certain accounts to best use their resources in the most effective way [Music] in the second step of the selling process the sales representatives should try to open the relationship by accomplishing two things firstly determining who in the organization is likely to have the greatest influence to initiate the purchase process and who in the organization will ultimately purchase the product and secondly the salesperson should generate enough interest within the firm to obtain the information needed to qualify the prospect as a worthwhile potential customer [Music] an organization's buying center often consists of individuals who play different roles in making the purchase decision so finding out who are the key decision makers their desires their influence is important organizations can form policies to guide sales rep representatives in approaching new customers this can streamline the selling process depending on who the customer is and how frequent they purchase the product [Music] the third stage of this process is called qualifying the prospect in the step of qualifying the prospect the salesperson has to realistically analyze if this person could actually be a potential customer they have to ensure that the person needs or wants the product if they can afford this product if both parties would benefit from this sale if the person they're communicating with can make the needed decision to purchase the product and so on this can be a really difficult process because some salespeople do not look at this in a realistic manner in this step there has to be a lot of information known about the potential buyer to make sure that they meet the qualifications that the company would accept some mistakes that people make in this process are just accepting that the customer could be a customer without qualifying them first and also thinking that if they meet the qualifications that they will buy the product and have a successful sale the fourth stage of this process is called presenting the sales message this step is the big step and the one that people think about most often when they think of sales a good presentation is key to being successful in sales and not all sales people are good at it a lot of thinking and planning has to go into the sales message this message needs to give information about the product how it will benefit the customers be persuasive and relevant and be different from other presentations they've probably already seen before not only is what is in the message important but how it is expressed is also important which is where the salesperson comes in the sales person has to be confident knowledgeable and friendly some key mistakes made in presenting a sales message are being too aggressive not having enough information on the product and not being prepared preparation is key and a big part of making a successful sales message prepare practice and be confident in the message and success will be sure to come [Music] the fifth step of the selling process is closing the sale closing the sale means to obtain a final purchase agreement the salesperson's efforts are wasted unless the customer signs the agreement this step is important because in many cases the longer a sales person waits to close the sale the less profit can be made so it is important to reach final purchase agreement as soon as possible the salesperson's goal is to facilitate the client making the final decision in many cases this can be achieved by asking for an order for example questions such as may i write that order for you and when do you want it delivered can prompt the customer to reach a final decision closing statements have to be chosen carefully because there is a fine line between doing your job and being pushy [Music] the sixth step of the selling process is servicing the account the salesperson job is not over once sale is closed the salesperson must provide service and assistance to the customer to ensure their satisfaction and repeat business with the company examples of servicing the account include making sure there are no problems with delivery schedules product quality or customer billing supervising the installation of the equipment training the customer's employees to use the product correctly and ensuring the product is being maintained properly these examples of post-sales service are essential to prevent customer dissatisfaction servicing the account the right way can lead to the sale of other products and services such as insurance service contracts and supplies and replacement parts in many cases these examples have higher profit margins than the original product being sold luckily for us mackenzie's uncle has created a four-minute video for the class detailing his 21 years of selling experience with his company and how they use the stages of the selling process please put your hands together for mackenzie's uncle john coverman