Methodical Sales Process

The Methodical Sales Process is grouped into three main categories: Sales Operations, the starting point and “guts” of the whole selling process; Customer Satisfaction, concerned with maintaining the business of your current customer base; and Sales Support, the activities performed by field reps, staff and management to make the sales operation as productive as possible.

Sales operations
• Identify opportunities - To whom might I sell my products/services? How do I determine which are my best prospects?
• Gain attention - How do I get the decision-maker to recognize that my enterprise might have useful products/services?
• Establish interest - How do I get the prospect engaged in a decision process regarding my products/services?
• Conduct discovery - How do I work with the prospect to customize and justify use of my products/services and begin to get his/her buy-in?
• Present/propose - How do I package my complete value proposition for delivery to the prospect?
• Close - How do I reach final commitment?
Customer satisfaction
•  Deliver/implement - How do I assure that my products/services are properly delivered and/or implemented by the customer?
• Support customer operations - How do I monitor and ensure continued customer satisfaction?
• Develop relationships - How do I establish and continuously enhance the trust and confidence my prospects and customers have in my company and me?
Sales support
• Account and territory management - What things must I do to assure that my company’s time and resources are productively and optimally used?
• Field operations support - What must the sales support staff do to help the sales reps, and what tools do they need?
• Human resources - How do I recruit, hire, train, motivate and retain sales personnel?
• Quality assurance - What are the standards for performance of each sales activity and how do I assure that these standards are met?
• Process management and metrics - How do I ensure continuous improvement? How do I measure all the activities in the sales process so I know how well I’m doing?