Introduction to Sales - The Sales Process

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When a salesperson engages a customer and begins selling a product or service, it's the beginning of the sales process.
This is a series of events that the seller will go through with a customer. Sales professionals use the sales process to begin a transaction, and hope to close the process successfully by making the sale.
The Sales Process
The sales process is subject to variation. It can be a long process or a short one, depending on the type of product, how much it costs, and who the potential customer is.
Though there are different versions of the process, several common elements remain the same. The approach covered in this topic has five stages:
1 - finding potential buyers.
2 - qualifying.
3 - presentation.
4 - closing the sale, and
5 - asking for referrals.
Reducing Barriers
Following an effective sales process is essential for sales professionals to be successful. If the requirements for each stage of the process are handled properly, it can reduce the number of barriers, known as objections, that can block a sale.
Objections can arise because the salesperson is selling the product to the wrong market, not asking the right questions, or making presentations that aren't geared toward customers' needs.
Exercise - Why Using a Sales Process?
Why do professional salespeople use the sales process?
1 - To successfully initiate and close a sales transaction?
2 - To successfully manage the administrative functions associated with a sales transaction?
3 - Or, to successfully incorporate the selling company's corporate message into sales strategies.
The answers here are obvious.
Option 1 is a correct option. By completing each stage of the sales process, a salesperson can increase the chance of successfully initiating and closing a sales transaction.
Option 2 is incorrect. The sales process is not specifically designed to help oversee or manage the administrative functions associated with a sales transaction. The process is intended to provide a pathway to a sale. (...)

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