Sales Process Defined

Posted in Sales Tools  |  46 Comments

Sales is rocket science. And just as rocket science is built from a foundation of physical and mathematical laws and principles, sales can be distilled to its very simple laws and principles.

While branded selling “systems” and “approaches” serve several purposes (they help differentiate sales books and training material in order to sell them better as well as assist in articulating a message so it’s easily learned and/ or implemented) the simple laws and principles underlying them all have remained relatively unchanged since the beginning of time.

Here’s the bottom line for your records – fluff removed. Depending on what you sell, parts of the process may not be needed and some parts might need repeating.

Use it as a guide for the in-house sales development of your team or for your personal sales skill development (you do work on your most valuable asset, don’t you?) Focus on one area each week or month. Print it out. Send it out. Build from it.

____________________

The Sales Process 101

(the 7 steps broken down– a useful development tool)

Assuming you’ve identified the features & benefits of your product/ service – and you’ve identified and defined your target market – the sales process begins…

  1. Prospect
  2. Interview
  3. Analyze needs
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COMMENTS


  1. Wendy says:

    Great list, very helpful. I do think a missing piece to this sales process would be “feature vs benefit”. It seems to be an area of struggle for sales trainers and sales professionals.
    We generally present products and can spew a list of features, our prospects are left to determine what the benefit is to their business.

    4 September 2013



  2. Rob O'Hara says:

    Our national football competition has 16 teams and 16 coaches . They all coach about basics and process. This is the basics and it is the process ( a series of events designed to arrive at an outcome) and it is not optional in our store.

    15 May 2013



  3. paraaggandhi@gmail.com says:

    good one and helpful—precise n to the point —thks buddy

    25 April 2013



  4. Which Sales Methodology – Part 1 – Sales is rocket science. | Peak Sales Recruiting | Sales Recruiter says:

    [...] “the sales process defined” at JustSell.com for an expansion on the basic sales process). Based on our own selling experiences with the leading [...]

    10 March 2013



  5. Sellers roles in the sales cycle | Sales Speaker | Julie Hansen says:

    [...] “mini-roles” within our primary role of salesperson that we take on.  I’ve identified seven of the most common, however you may have a few others specific to your [...]

    27 August 2012



  6. Sam Parker says:

    I like that, Kevin!

    3 August 2012



  7. Kevin says:

    Whatever you do just make sure you get the MAN, the person with the Money, Authority and Need – MAN

    3 August 2012



  8. Peter Mason says:

    Dont forget initially is the customers perception as soon as you walk in the room or pickup the phone.The customers perception is always right.Build rapport and listen to gain understanding.Yes rejection is part of the game and 1 in 10 can be the right odds of success depending on how well you have prospected and qualified them early on.

    21 July 2012



  9. sam says:

    nice, Thanks a ton.

    2 June 2012



  10. bhashkar says:

    selling is the process in which you sell yourself ,so important is how you are.

    15 January 2012



  11. Matt Taormina says:

    The elimination of no’s 10 prospects / 9 no’s /1 yes.
    commission $100.00 for every no you make
    $10.00

    23 December 2011



  12. Andy says:

    salesmen are like soilders in a war, they get their commands from their captain,the captain gets his commands from the major general therefore the best sales process
    is one that has marketing driven concepts marketing and sales they are one

    20 December 2011



  13. Better Sales for ACN Products | Liquid Selling says:

    [...] really is. Having answers on-hand to most of the basic questions can not only speed up the sales process, it can also instill confidence in prospective buyers that the salesman knows what he’s [...]

    6 December 2011



  14. Salespeople: Ignore Your Prospecting Results « Johnny Business says:

    [...] I mean is that “IF” you have a sales process and “IF” you work your sales process you aren’t controlled by the minor ups and [...]

    18 November 2011



  15. Matt Taormina says:

    Plan your work work your plan

    22 October 2011



  16. Jim says:

    Sales is a numbers game. Period. Know your closing ratio. How many prospects, appointments and closes does it take to meet your goals?

    6 September 2011



  17. Jane says:

    I will start my sale job on next week, and i really greatful for all comments in this site, their are really help interm of preparation.

    Thank all and i wish all of you will be successful in the sale career.

    5 July 2011



  18. The Skill Of Selling – Part 2 | SmallCompany.biz says:

    [...] Sales Process Defined – Just Sell [...]

    26 February 2011



  19. Dan Herrmann says:

    Don’t think too much. Ask questions and really listen and the answer and prospect real needs will come to surface. It may be hidden in the subtext of what the prospect is saying but if you really listen and watch the body language you’ll get to the need.

    19 February 2011



  20. Business marketing shift 2: Products aren’t sold. They’re bought. - Mobium says:

    [...] b-to-b thought and so called “best practices” continue to be overwhelmingly driven by viewing this issue from the wrong angle. That of the company and its never ending Jones for total control. You’ve got your five steps [...]

    18 January 2011



  21. matt taormina says:

    Qualify the decision maker, demonstrate a solution to their problem.
    Encourage their agreement with you, ask for the sale.

    24 November 2010



  22. matt taormina says:

    Most important, stay positive getting a no does’nt mean failure. Your closer
    to a YES,and if time is one thing we dont get back, be grateful it’s not being
    wasted by another time bandit.

    24 November 2010



  23. Sam Parker says:

    Thanks, John.

    2 November 2010



  24. John Boyd says:

    Thank you for “breaking it down”. Keep up the good work!

    John Boyd

    2 November 2010



  25. cameron says:

    There are many methodologies (sales processes) out there which are followed by people and organisations. The sales process can be different for every group out there and can be the difference in winning or losing business.

    Standardising the routines and having the right steps allows you to have some certainty to the outcomes – but you do need good sales people not order takers!

    29 October 2010



  26. Kevin Singarayar (BurningBoats.com) says:

    If I could contribute by simplifying the sales process into just 4 distinct steps:

    1) Identifying the prospect

    2) Getting the prospects to believe in what you’re selling

    3) Providing answers to prospects’ problems

    4) Closing the deal

    These 4 steps are really all you will ever need to sell. It’s how you apply these 4 steps that can make or break a deal.

    5 September 2010



  27. sakura says:

    i didnt understand about this…

    3 September 2010



  28. shashwat khare says:

    smart points for selling.it will help a lot to me and others who are in the profession.thankyou

    28 August 2010



  29. Sonia Trevor says:

    Sales is one of the important factors for every business. Well to have a good sales there must be a good marketing approach on what

    product you are selling. Internet and direct selling is on of the good ways nowadays to start your market and produce sales but the

    real key to have a good big break for sales is to have good commitment and great deals for those possible buyers. When it comes to

    internet, do a good website and market it well. Patience is the key for sales remember that.

    Sonia Trevor
    Consultant of Naples web design

    6 July 2010



  30. Sonia Trevor says:

    Sales is one of the important factors for every business. Well to have a good sales there must be a good marketing approach on what product you are selling. Internet and direct selling is on of the good ways nowadays to start your market and produce sales but the real key to have a good big break for sales is to have good commitment and great deals for those possible buyers. When it comes to internet, do a good website and market it well. Patience is the key for sales remember that.

    Sonia Trevor
    Consultant of Naples web design

    6 July 2010



  31. Raed Abu Issa says:

    I’m in sales for 15 Years ,,

    My Say In Sales : The Sales Weapon is the Knowledge

    So,, If You have enough knowledge with Good Relation you will win your deal ,,

    This is Applicable in Direct Sales Only ” Not Other Channels Of Sales ”

    R.A.I

    16 June 2010



  32. nasar says:

    relation is the main fact of sales if we make more relation with customer we can get more sale

    15 June 2010



  33. Kenny Bloxham says:

    The most important part of the Sales Process is the start. If you clearly do not set out expectations at the start of the process (signpost) and establish what the customer is looking to achieve, you can neither take the customer through their logicial thought buying process (customer transition) or handle the real objections at the end of the sale.

    Signposting at the start of the process is critical to success

    I am just completing a step by step sales manual around the ‘sales process’ and how we match the ‘customers buying transition’ to ensure we maximise on the sale. Let me know if anyone is inteterested and I can send through the intro.

    6 June 2010



  34. How do you analyze your prospects and customers needs? | Deborah Shane Toolbox says:

    [...] out The Sales Process Defined from [...]

    14 May 2010



  35. sofia says:

    g,, you made it sound so smooth and sweet :)

    11 April 2010



  36. Ben says:

    Looking for a great sales book anyone got any tips???

    6 April 2010



  37. C Schutte says:

    On questions: How can sales managers keep reps accountable on this process?

    We’ve buiilt a system around the process where people are kept accountable. I’ll mail you the essence if you like: cjhs71@yahoo.com

    Our sales process was useless until I read E-Myth revisited, and now that we’ve built as system around it, it just works.

    1 April 2010



  38. EcSELL Institute says:

    How can sales managers keep reps accountable on this process?

    17 March 2010



  39. The Skill Of Selling – Part 2 | BigFishMLM.net says:

    [...] Sales Process Defined – Just Sell [...]

    2 February 2010



  40. chicago web design says:

    great article, although I dont agree about sales being rocket science, but hey, to each their own. Thanks poster

    20 January 2010



  41. Alen Majer says:

    The secret of being successful in selling is the ability to transmit your energy and your enthusiasm about your product or service. If you fail to do that, you will not sell.

    29 December 2009



  42. Matt says:

    The key to making all of this work is “listening”. No matter how great your process, presentation, or relationships, if you listen well and know your product/solution well, you should always be able to make a business case, or just as important recognize when there isn’t one and move on to the next opportunity.

    19 November 2009



  43. Jorge Gomez says:

    The most important part of the sale process is the closing. It defines whether or not the customer is really into buying your product/service. whenever you do a close on a customer, you will either get an “ok, let’s do it”, or another objection/buying sign.

    12 November 2009



  44. Michael Elam says:

    The most important part of the sales link is empathy. If you cannot make the cogent case by emulating empathy from the customer this will not work consistently.

    6 August 2009



  45. Marion Mariatu Joe says:

    I want to be getting more tips on the sales process, as I’m a sales person. I appreciate this tips, but I want to get more and more so as my company will get more revenue.Thanks

    5 August 2009



  46. Keith Deal says:

    Wow, this really breaks it down to bare bones! When you said”no fluff”, you weren’t kidding!Great job on making the sales process so easy to dissect. I have come to expect nothing less than the best from your website. Thanks for helping me load my tool belt with these simple yet effective tools.

    1 August 2009


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