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Sales Process: Lead to Retention Guide

The document outlines a structured sales process consisting of ten key stages: Prospecting, Qualifying Leads, Initial Contact, Needs Assessment, Presentation/Demonstration, Handling Objections, Proposal, Closing, Delivery and Implementation, and Follow-Up and Retention. Each stage includes specific objectives and activities aimed at effectively engaging potential customers and securing long-term relationships. The process emphasizes understanding customer needs, addressing concerns, and providing tailored solutions to enhance sales success.

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62 views3 pages

Sales Process: Lead to Retention Guide

The document outlines a structured sales process consisting of ten key stages: Prospecting, Qualifying Leads, Initial Contact, Needs Assessment, Presentation/Demonstration, Handling Objections, Proposal, Closing, Delivery and Implementation, and Follow-Up and Retention. Each stage includes specific objectives and activities aimed at effectively engaging potential customers and securing long-term relationships. The process emphasizes understanding customer needs, addressing concerns, and providing tailored solutions to enhance sales success.

Uploaded by

21709200
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd

1.

Prospecting

 Objective: Identify potential customers who might benefit from your product or
service.
 Activities:
o Research target markets and customer segments.
o Use tools like LinkedIn, industry events, or CRM software.
o Generate leads through inbound or outbound strategies (e.g., cold calls,
emails, or ads).

2. Qualifying Leads

 Objective: Determine whether a lead is a good fit for your offering.


 Criteria (e.g., BANT):
o Budget: Does the prospect have the financial capacity?
o Authority: Can the prospect make purchasing decisions?
o Need: Does the prospect have a genuine need for your product/service?
o Timeline: Is there urgency in their decision-making?

3. Initial Contact

 Objective: Establish a relationship with the prospect and understand their needs.
 Activities:
o Send an introductory email or make a call.
o Use personalization to connect based on their business pain points.
o Schedule a meeting or demo to dive deeper.

4. Needs Assessment

 Objective: Discover the prospect's pain points, goals, and priorities.


 Activities:
o Conduct in-depth discussions to understand challenges.
o Use open-ended questions and active listening techniques.
o Highlight areas where your solution aligns with their needs.

5. Presentation/Demonstration

 Objective: Showcase how your product or service solves their specific problems.
 Activities:
o Tailor the demo/presentation to address their unique concerns.
o Emphasize the value proposition and ROI.
o Share case studies or testimonials for credibility.

6. Handling Objections

 Objective: Address any doubts, concerns, or objections the prospect may have.
 Activities:
o Listen carefully to their concerns.
o Offer clear explanations and evidence to alleviate doubts.
o Reiterate key benefits and align with their needs.

7. Proposal

 Objective: Provide a formal offer with detailed terms, pricing, and deliverables.
 Activities:
o Send a professional proposal that outlines the scope of work.
o Include timelines, costs, and benefits clearly.
o Highlight your USP (Unique Selling Proposition).

8. Closing

 Objective: Finalize the deal and secure the commitment.


 Activities:
o Use closing techniques like summarizing benefits or creating urgency.
o Ensure all stakeholders are aligned.
o Confirm next steps (contract signing, payment terms, implementation).

9. Delivery and Implementation

 Objective: Deliver the product or service as agreed.


 Activities:
o Onboard the client effectively.
o Provide training or resources if necessary.
o Maintain clear communication during the transition.

10. Follow-Up and Retention

 Objective: Build long-term relationships and encourage repeat business.


 Activities:
o Check in after delivery for feedback.
o Provide ongoing support or account management.
o Offer loyalty programs, upselling, or cross-selling opportunities.

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