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Email Tim
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timb@timbriggs.com

 

 

The sales process can be described as a series of steps through which something of value is exchanged for something else of value.  Typically, this involves goods or services in exchange for money.  Though it can apply & extend to many other forms of commerce.  The basic steps are:

Have product
or
service
(inventory (goods), talent (services)
> Promote product or service
(marketing, advertise materials)
> Present product or service
(sales pitch)
> Earn decision to buy
(negotiate, overcome objections, FABs)
> Deliver product
or service
(fulfill terms of sale)
> Follow through and follow up
(maintain relationship with customer)
> Earn referrals
(Customers are the best advertising)

These steps may be arranged a bit differently depending on the situation, but these are key to good business and should not be overlooked, diminished, or skipped. 

Over the course of my career, I've found a few common errors that some make.  One that I find particularly disappointing is too many people/companies stress getting to the "Get decision to buy" step and taper off the rest of the process.  I've cringed when I've heard trainers or sales managers proclaim to their sales staff that the number 1 goal is to get the customer's name on the dotted line.  I maintain that such a tactic may generate short term gains, but will not yield as much as following the entire process.  Generating long term and ongoing relationships is key to maintaining profitability and attaining future growth.

 

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