Lifecare

Pentax
Sales Process

Note: The following entire presentation is for internal use only! © 2011
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Do not copy nor distribute any of the content outside PENTAX Life Care!
 The Buying Funnel Lifecare

From the customers perspective

Business
getting knowin
g
known

convincing
asking
supporting

Customer is
evaluating
Customer relationship
Customer is deciding
is evaluating
Customer
is contacting
Customer
is searching
for solutions
Customer
recognises a
need

Needs Solution Contacting Evaluation Negotiation Feed-back

 The Buying Funnel Lifecare

From Pentax perspective

Business
getting
knowing

known
convincing
asking
supporting

Customer
Customer is deciding
Customer is
is evaluating
Customer
is searching contacting
Customer for
recognises solutions
a need

Needs Solution Contacting Evaluation Negotiation Feed-back

 The Buying Funnel Lifecare

Quantity Quality

Business
getting
knowing

known

convincing
asking
supporting

Customer is
evaluating
Customer relationship
is deciding
Customer
is evaluating
Customer
is contacting
Customer
is searching
for solutions
Customer
recognises a
need

Needs Solution Contacting Evaluation Negotiation Feed-back

 Lifecare

AFTER-SALES
PRE-SALES: SALES
Consolidation &
Conditioning PROCESS
Expansion
(Continuous) (Project Related)
(Continuous)
 Lifecare

Sales Process Phases

Prospecting Investigation Preparation Presentation Negotiation Acquisition Execution

 Lifecare

Sales Process Phases

Milestones 1 2 3

Prospecting Investigation Preparation Presentation Negotiation Acquisition Execution

1: SMART SOLUTION 2: PRESENTATION OF SOLUTION 3: ORDER

 Lifecare

Sales Process Phases

Prospecting Investigation Preparation Presentation Negotiation Acquisition Execution

Interview, needs assessment Show the Solution

Protect Exceeding
Customer
Create Solution ------------
Financial Solution Expectations
Find opportunities, potential clients w. customer
 Sales Process Phases Lifecare

Prospecting Investigation Preparation Presentation Negotiation Acquisition Execution

Show the Solution

Interview, Exceeding
Protect
needs assessment Customer
Create Solution Expectations
Find opportunities, potential clients
w. customer ------------
Financial Solution
 Lifecare

Which become a sales funnel

After Sales
 Lifecare

Role Play Time……

11
 Lifecare

Problem Faced on the Field

12
 Lifecare

Thank You

13