The document outlines the sales process for medium and large businesses, including 5 phases: prospecting, qualifying, proposal, decision, and repeat business. It discusses generating prospects, assessing needs, creating a buying vision, preparing materials, presenting, negotiating, and keeping in contact with clients. The document provides questions to ask clients about their needs, roles, decision makers, and experience with other firms. It advises linking discussion points to client issues and presenting from the client's perspective. Integrated delivery, collaboration, and long-term teaming are emphasized as clients demand fully integrated teams early in the process. The relationship is evaluated based on strategic summaries, relationship development, marketing intelligence gathered, and differentiation materials developed.
2. Process Steps for Sales to Medium and Large Businesses Sales Process Steps Phase 1 Prospecting Phase 2 Qualifying Phase 3 Proposal Phase4 Decision Phase 5 Repeat Business Sales Process Activities and Milestones Generate new prospects (Look at existing customer base for opportunities Assess prospect needs Create a buying vision that maps our services to their needs Prepare Letter and materials to send to prospect Ask for their business Present Materials Discuss Negotiate Negotiate Keep in contact with Client while project on-going Talk about future goals Outcomes Goals Identity Contact Initial Contact Call Meeting Close Sale
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Hinweis der Redaktion
We have discussed the process of re-establishing relationships with clients/prospects Remember to do your research on your prospect before you pick up the phone. These are some questions you may have in mind when making your call on a lead
