Process Steps for Sales to Consumers

Phase 1 Phase 2 Phase 3 Phase 4 Phase 5

SOLUTION SELLING® SALES Prospecting Qualifying Proposal Decision Repeat
PROCESS STEPS Business

Generate new Probe and assess Demonstrate to Negotiate Complete the work
SALES PROCESS prospects (via needs with decision- decision-maker your (deliver the
ACTIVITIES AND referrals, networking, maker ability to meet their Close the sale product/service)
MILESTONES trade associations, needs
conferences) Qualify the buyer Follow-up with the
Ask for the business customer
Look at existing Create a buying
customer base for vision that maps Issue the proposal
opportunities product/service to
business needs

Buying vision and Value demonstrated Satisfied customer

OUTCOMES/GOALS Initial sponsor Signed contract
access to and proposal (repeat business,
identified
decision-maker submitted reference)

JOB AIDS Business Development Product/Service Product/Service Rebuttals to Negotiation Product/Service

Prompter Benefit Statement Evaluation Plan Roadblocks Satisfaction Tracker

Customer Reference Follow-Up to Give-Get List for Sale Follow-Up Letter

Story Product/Service Negotiation Tradeoffs
Sales Call (informal)
Negotiation Tracker
Competitive Points List

CUSTOMER BUYING PROCESS Determine Evaluate options Negotiate Implement and

Identify needs
requirements evaluate success