Sales Process

1. Demonstration

1.1. Some customers might want to skip this stage

1.2. Make sure you are demonstrating to the primary user, this should be qualified in your interview

1.3. Show pertinent features in action

1.4. Give the customer a go but remember not to overwhelm them, keep them comfortable

1.5. Let them experience the product without your voice constantly interrupting them

1.6. Ensure the way in which the customer experiences the product gives a complete immersion in the key features that set the product apart for competitors

2. Build Added Value

2.1. Find ways to differentiate your SERVICE from those that others provide

2.2. Sell yourself and your follow up

2.3. Make a memorable impression

3. Review Information

3.1. Slow the process down!

3.2. Make the customer comfortable, offering a seat/coffee/water

3.3. Review distinguishing features

3.4. Review the demonstration experience

3.5. Explain "where to from here" without pushing the hard sell

4. Commitment (now)

4.1. Ask for a show of commitment, an initial YES

5. Documentation

5.1. Complete documentation left, showing the customer the effort and thoroughness associated with their purchase

5.2. Ensure there are no mistakes, don't rush!

6. Delivery

6.1. Walk customer through the after purchase service associated with their purchase

6.2. Give the customer a full run down of their product, even touching on the features that don't directly benefit them. NO SURPRISES

7. Follow Up

7.1. 3 day follow up

7.2. 3 week follow up

7.3. 3 year follow up

8. Locate Opportunities

8.1. Choose the channel

8.2. Adjust when channels run dry

8.3. Sometimes there will be information on the customer garnered in this step

9. Introduction

9.1. Based on the channel and initial information provided tailor the introduction to best suit the customer

9.2. Eye contact is imperative

9.3. Exchange first names (last if given)

9.4. Give an overview of what you do as a segue into the interview

10. Interview

10.1. Critical step

10.2. Draw needs out of the customer, don't assume, they must front the information

10.3. Gather important information such as budget, needs, and wants

10.4. Discover their current situation and the reason why they are wanting to change

10.5. Encourage the customer to draw you a timeline for their thought processes and purchase

10.6. Don't proceed further if the primary user/purchaser/decision maker isn't present

11. Selection

11.1. Based on information provided in the interview

11.2. Work towards best meeting the customers needs and wants

11.3. Provide more than one option, whittle this down, always offer alternatives

12. Presentation

12.1. Present the product that best suits the customer

12.2. Cover aspects/features that are relevant to the customer

12.3. Keep things relevant, make sure the function is described as how the customer would use it

12.4. Keep the customer comfortable