| Steps of the Sale |
| Published on September 02, 2008 | Email To Friend Print Version
|
Steps of the Sales Process / General
1. Research to find out what companies you want as your customer. (current account / prospect list, internet / web sites, in person on the street)
2. Distribute small information brochure and business card to new prospects. Use higher quality materials to attract existing customers. Be sure to explain any new or expanded services to existing customers. Offer free note sheets or give aways for their office (your goal on this visit is to find out and confirm who is responsible for making decisions.
3. Set Appointment Try to set an appointment with the buyers while you are there. In many cases it is more appropriate to get the business cards of buyers and set the appointment by telephone back at your office.
4. Needs Analysis This is the appointment. Try to conduct this meeting in our office. Second choice would be in their office. (ask your sales manager to help you with this survey when you feel it necessary).
5. Determine Match After the needs analysis you should be able to determine if there is a match with our services or not. (no’s are not a bad thing)
6. Meeting Summary This is a written document, often can be emailed, summarizing what was discussed in the needs analysis meeting and is necessary only when you have determined a match. (ask your sales manager to review your summary before it goes out).
7. Proposal If the needs analysis determines a match and you have written a meeting summary a high percentage of the time it leads to estimates / proposal requests from the customer. Send your written estimate request to estimating. Average turn times for estimates is 1-3 days.
8. Decision/Follow Up When you receive the proposal back from estimating set a meeting to deliver the proposal in person to the customer. Try to deliver the proposal in your office. Second choice would be to go to them. During this meeting it is important to understand what/who will be involved in the decision to move forward. Also ask what the time lines are in making the decision. Rarely do we give estimates by telephone, fax or email. An exception would be with established clients you know are not “shopping” around.
9. Sold Once you have a confirmed sale, deliver all paper work to order entry. For complex projects, a meeting is required with your project manager o assure a clean hand off. (this process varies from company to company)
10. Follow Up It is appropriate with new customers / new projects to send a note, email, telephone call, or visit to the customer making sure total satisfaction was achieved.
|
|
Contact Us Today
Address
13881 Plantation Road, Suite 5
Fort Myers, Florida 33912
Phone
239.433.2311
Fax
239.433.2854
Email
info@kopy.com
