Tlss process training

Sales Process Development
for Salespeople

Sales Process
Development Overview

• Quick online training (about 30 minutes)
• Read through the training slides
• Do the exercises as you go
• We will have a 1-on-1 coaching after
• This will make you a stronger candidate

The Sales Process
For every kind of sale
• Leads
• Prospecting
• Mutual Qualiﬁcation
• Needs Analysis
• Presenting the Solution
• Objections & Negotiations
• Securing the Deal (Closing)

The Sales Process
What the pieces mean
• Leads: Someone to call or talk to
• Prospecting
• Needs Analysis

The Sales Process
• Leads
• Prospecting: Asking for a sales conversation
• Needs Analysis

The Sales Process
• Leads
• Prospecting
• Mutual Qualiﬁcation: Should we be here?
• Needs Analysis

The Sales Process
• Leads
• Prospecting
• Needs Analysis: What they need/want

The Sales Process
• Leads
• Prospecting
• Needs Analysis
• Presenting the Solution: What & how much?

The Sales Process
• Leads
• Prospecting
• Needs Analysis
• Objections & Negotiations: Reply to “no”

The Sales Process
• Leads
• Prospecting
• Needs Analysis
• Securing the Deal (Closing): Getting to “Yes”

The Sales Process
Why it matters
• Leads
• Prospecting
} Do this stuff well
And get a lot of these

• Needs Analysis
} Do this stuff well
And these are easy

}

For more information on the sales process, please follow this link:
http://davidmasover.com/blog/2012/04/an-overview-of-the-steps-of-the-sales-process/

Pieces of The Sales Process
Exercise Overview
• Each section of the sales process that follows will be followed by an
exercise section to be completed on a separate document
• For the exercises, consider your current sales job as a model for
customizing a sales process as you work through the exercises
• Start by opening a word document
• Then make a header for each part of the sales process (i.e. Leads,
Prospecting, Needs Analysis, etc.
• Fill in your answers to all of the exercises on one single document.
• If you need more information, follow the kink at the bottom of each
section
• The next slide is an example of your exercise sheet
• After the example, you will ﬁnd the sections of the sales process and
the exercises that follow

Exercise Example
SALES PROCESS FOR: My job title
LEADS:
My Target:
Sales focused organizations in the FMCG or Hospitality industry located in Budapest.......

A Steady Flow of Leads Can Come From:
the moon bambino alabanza governor antigua ... senda actriz nuevo el rey latin tito gina diva culo
pnp fail cds son ro

I will organize my leads as follows:
pnp fail cds son ro

PROSPECTING:
The best prospecting methods for my sales effort are:
pnp fail cds son ro

Etc.

Leads

• Great leads start with a well defined
target
–Company size; location; industry; a specific
kind of need; revenue; etc.
• Great lead sources have a steady flow of
leads rather than a one time shot
• You will need to organize and manage
your leads for best results
For more information on Leads, please follow this link:
http://davidmasover.com/blog/2012/04/generating-leads-the-first-step-of-the-sales-process/

Leads - Exercise

• Define your target - what makes a great
lead?
• How can you ensure a steady flow of
leads from these lead sources?
• How will you organize and manage these
lead sources?

For more information onLeads, please follow this link:
http://davidmasover.com/blog/2012/04/generating-leads-the-first-step-of-the-sales-process/

Prospecting

• Prospecting is whatever you do to get
into a sales conversation with a lead
–Cold calls; Networking; LinkedIn;
• The method you choose doesn’t matter,
as long as it gets results
• The method should be proactive
• You need to make these efforts
consistently for best results
For more information on Prospecting, please follow this link:
http://davidmasover.com/blog/2012/04/prospecting-the-second-step-of-the-sales-process/

Prospecting - Exercise

• What are the best prospecting methods for your chosen
sales effort
• What will you do or say to prospects to get them to
engage in a sales conversation
– Write down the actual words you will say on a call, or in
a trade show booth, or in a LinkedIn message
• How much time can you spend on this activity
• When will you do this prospecting work
– Number of hours and days per week
– Which hours and which days
For more information on Prospecting, please follow this link:
http://davidmasover.com/blog/2012/04/prospecting-the-second-step-of-the-sales-process/

Qualifying

• The first thing to do once in a sales
conversation is to qualify the prospect
• To qualify is to discover why the prospect is
both able to buy and likely to buy
• Selling to unqualified prospects is a losing
game
• You should not get into needs analysis or
propose a solution to an un-qualified prospect
- EVER!
For more information on Qualifying, please follow this link:
http://davidmasover.com/blog/2012/04/qualification-the-third-step-of-the-sales-process/

Qualifying - Exercise

• What do you need to know about a
prospect in order to consider them
qualified
–There are at least three things you need to
know
–Maybe more given your specific kind of sales
• How will you find this out
–Use as many answers as you like
For more information on Qualifying, please follow this link:
http://davidmasover.com/blog/2012/04/qualification-the-third-step-of-the-sales-process/

Needs Analysis

• Once a prospect is qualiﬁed, you need to
understand what it is they will spend money
on - what do they need
• You should never write a proposal until you
have a good understanding of what the
prospect needs
• You should never write a proposal until you
know how and why the decision will be made
to buy from you
For more information on Needs Analysis, please follow this link:
http://davidmasover.com/blog/2012/04/needs-analysis-the-fourth-step-of-the-sales-process/

Needs Analysis - Exercise

• What do you need to know from the
prospect before you make a proposal
• What can you do during the needs
analysis to ensure that you win the
business
• What philosophies, strategies or tactics
do you use to make sure that needs
analysis is successful
For more information on Needs Analysis, please follow this link:
http://davidmasover.com/blog/2012/04/needs-analysis-the-fourth-step-of-the-sales-process/

Proposal or Solution

• The proposal or solution is your offer
• At a minimum, it includes what you will deliver
to the prospect and a price
• It may also include other items such as
payment terms, ﬁnancing, details about the
project or other relevant information
• The “format” of a proposal can be a spoken
word or a 100 page document, the purpose
and strategy is the same
For more information on Proposals, please follow this link:
http://davidmasover.com/blog/2012/04/proposing-a-solution-the-ﬁfth-step-of-the-sales-process/

Proposal or Solution - Exercise

• What can you do to ensure that your proposal
is correct and complete from the perspective
of the prospect
• What information can you put into the
proposal to ensure that it will be successful
• What lessons have you learned from
proposals that you have written that were not
successful

For more information on Proposals, please follow this link:
http://davidmasover.com/blog/2012/04/proposing-a-solution-the-ﬁfth-step-of-the-sales-process/

Objections

• Objections are questions, comments or concerns
that the prospect has about your proposal
• You can use techniques to address objections, but
be careful not to seem like you are using them
• The best approaches to objections include
– Addressing concerns in needs analysis so that they
don’t come up after the proposal is given
– Seeking to understand them to offer the chance to
resolve them through dialogue

For more information on Objections, please follow this link:
http://davidmasover.com/blog/2012/04/answering-objections-the-sixth-step-of-the-sales-process/

Objections - - Exercise

• What do you do to minimize objections
before they can even come
• What kinds of techniques do you use to
address objections
• What strategies, philosophies and tactics
do you use when addressing objections
• What kind of objections give you the most
trouble and what do you do about them
For more information on Objections, please follow this link:
http://davidmasover.com/blog/2012/04/answering-objections-the-sixth-step-of-the-sales-process/

Closing

• Closing is simply reaching agreement to
do business together with the prospect
• Traditional closing techniques are well
known to prospects, and usually don’t
work
• If you do all of the other steps well,
closing can be as easy as a simple
question or suggestion to move ahead
For more information on Closing, please follow this link:
http://davidmasover.com/blog/2012/04/closing-the-seventh-and-last-step-of-the-sales-process/

Closing - Exercise

• What have you done to close deals that
works so poorly that you never do it again
• What usually prevents a deal from closing
for you
• What do you to get a deal closed

For more information on Closing, please follow this link:
http://davidmasover.com/blog/2012/04/closing-the-seventh-and-last-step-of-the-sales-process/

Using Your Sales Process
• Congratulations, you now have a complete
sales process
• Follow it, and incorporate it into the system
you use to track prospects and clients
• Modify it as you go, or make a new one for
each new project
• If you are working with Top Line directly,
please e-mail your exercises and some times
we can schedule a Skype call for 1-on-1
coaching

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