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The Sales Process - a Summary of the 9 Step Selling Process

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 or help sell your organization’s products or services. But don’t worry. There is a straightforward sales process to help you. The Book of the Course! Sales Skills: A Management Courses Introduction This book gives a broad introduction to the topic, for managers and professionals who don’t want or intend to specialize in sales and selling. And as a fast start for someone needing to make a start in selling, for whatever reason. Get the kindle Exclusive book from: https://geni.us/TL5BKeD Watching this video is worth 2 Management Courses CPD Points*. 🔎 See below for details Sales and Selling Skills This video is part of course module 8.4.1 Program 8: Managing Customers and Clients Course 4: Sales / Selling Skills Section 1: The Sales Process Other videos that describe the Sales Process: 🎬 Sales Prospecting    • Sales Prospecting [Sales Process Part...   🎬 Pre-Sales Activities    • Pre-Sales Activities [Sales Process P...   🎬 Rapport Building    • Sales Meeting Rapport Building [Sales...   🎬 Opening the Sales Meeting    • Opening the Sales Meeting [Sales Proc...   🎬 Diagnosing the Need    • Diagnosis: Diagnosing the Customer's ...   🎬 Presenting Solutions    • Presenting Solutions [Sales Process P...   🎬 Handling Objections    • Handling Objections to the Sale [Sale...   🎬 Seeking Commitment    • Seeking Commitment - Closing the Sale...   🎬 After Sales Activities    • After-Sales Activities [Sales Process...   LESSON NOTES This sales process has nine steps. And, the next nine videos in this series will cover each step in detail. Before the Sales Meeting 1. Prospecting 2. Pre-Sale a. Qualifying b. Preparation = pre-approach c. Approaching And now, the sales meeting 3. Rapport Building 4. Opening a. Establishing process b. Establishing authority c. Gaining commitment to process 5. Diagnosing a. Identify problems, needs, pain, desires, preferences… b. SPIN c. Pre-close (STW) 6. Presenting Solutions a. Matching to need b. Offering choice c. Demonstrating capability and benefits 7. Handling Objections 8. Seeking Commitment a. Final checks b. Summarize c. Close Now, the sales meeting is over… 9. After-Sales a. Payment b. Delivery c. Customer care d. Service and maintenance e. Cultivate relationship RECOMMENDED EXERCISE 1. How does this sales process work with kinds of sales you may need to make? Create your own version by adding, splitting, merging, removing, and renaming steps, to create a sales process that fits your needs. (2 MC CPD Points) DOWNLOADS Free Resources 🧰 CPD Tools - https://gum.co/MC-CPD Paid resources 🧳 Management Courses Onboarding Kit - https://gum.co/MC-ObK ($3) RECOMMENDED READING There are many books that introduce sales and selling. These are the ones I have, and can recommend: 📖 To Sell Is Human https://geni.us/L2EQmt 📖 The Only Sales Guide You'll Ever Need https://geni.us/AEAVD5 📖 The New Strategic Selling https://geni.us/Zt2Z9n3 📖 SPIN Selling https://geni.us/Ir5xu 📖 The Psychology of Selling https://geni.us/AjR8AA ⭕️ Links to our book recommendations are affiliated through Amazon and help support our free videos Managers Need a Basic set of kit to do your job well. Here are my top recommendations: https://kit.co/MikeClayton/manager-s-... (the links are affiliated) MANAGEMENT COURSES CONTINUING PROFESSIONAL DEVELOPMENT (CPD) POINTS You can record your Management Courses CPD points on our free, downloadable CPD record log. 📓 Download it at: https://gum.co/MC-CPD Each video has two levels of MC CPD points. For this video: If you simply watched the video, record 2 MC CPD points If you also carried out all of the recommended exercises, score a total of 4 MC CPD points CHAPTER MARKERS 00:00 - Selling can be scary 00:30 - The Great thing about a good process… 00:56 - The Sales Process 01:26 - Step 1: Prospecting 01:49 - Step 2: Pre-Sales 02:42 - Step 3: Rapport Building 02:55 - Step 4: Opening 03:45 - Step 5: Diagnosing 04:42 - Step 6: Presenting Solutions 05:28 - Step 7: Handling Objections 05:48 - Step 8: Seeking Commitment 06:24 - Step 9: After Sales 07:35 - Summing up the Sales Process #ManagementCourses #Sales #SalesProcess