5.1 Steps of the Sale

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5.1 Steps of the Sale

The whole selling process can be summarised in 8 distinct but interlinked steps:

1. Prospecting: locating the most likely buyers.

2. Research: finding out about the prospect, by personal observation, questions asked of various people connected with the prospect etc. - before talking to the decision maker.

3. Sales Approach: the initial call on the decision maker(s).

4. Survey: establishing the facts and figures to enable the specific needs to be identified.

5. Proposal: the written proposal or quotation based upon the results of the Survey.

6. Demonstration: proving the substance of the Proposal.

7. Close: ensuring that the customer approves the Proposal - and getting the order.

8. Service: the continuing responsibility of the Salesman to ensure that the equipment is delivered, installed, commissioned and working to the customer's satisfaction. Ensuring that the equipment is paid for.

Next page: 5.2 The Sales Approach