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A sales process helps sales professionals know how to prospect, qualify leads, handle objections, present and ultimately close deals. This guide serves as an important reference for new and current sales reps.
Having a document on your company sales process ensures that your sales professionals have everything they need to be successful. It's a smart way of making sure that everyone beats to the same drum and their is a streamlined flow of helping prospects become customers.
What You Should Include in a Sales Process?
Title:
Overview: Provide an overview of what the sales department thinks about sales and how that fits with the overall goals and vision of the company.
Prospect: Explain how the company gets prospects.
Qualify: Walk through the steps of qualifying prospects.
Connect: Explain how prospect outreach occurs and what the steps are.
Identify Pain and Needs: Explain how your sales team identifies pain and needs from users.
Present: Walk through the steps of presenting the solution.
Follow-up: Provide steps and advice as to how to follow-up
Handle Objections: Walk through the various ways to handle objections.
Issues: Provide guidance of how to deal with issues and how to communicate with various departments.
Close: Walk through the close and how to move the prospect to becoming a client.
Deliver Product/Service: Give the steps of what it takes to deliver the product and service.
Upsell/Cross-Sell: Give advice as to how to go about upselling your current customers.
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