Every sale is a sequence of steps. Skipping through any one of them could get you in trouble at a later stage. Our presentation today highlights 7 such steps

1. AAyuja © 2013
Disclaimer: This presentation and the information provided here is indicative in nature and
should not be treated as views of the organization.
The 7 Steps to a Complete Sales Process
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2. AAyuja Internal and Confidential © 2012
Know your product and its concrete
benefits well.
Most technical experts commit the
mistake of talking about the features of
the product, without pointing out its
benefits to the customer. When
discussing the product features, always
answer the question, “So what?” Put
yourselves in the shoes of the
prospective buyer, and always link it to a
direct benefit to the customer.
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3. Find prospective customers
Only target prospects that are willing to
buy and that fit your ideal customer
profile. Use criteria such as: What industry
are they in? Where are they located?
What is the title of the decision maker?
What can they spend? What challenges or
issues are they facing?
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4. Approach the customer.
This is where you will talk to the
prospective customer, and depending on
how effective your approach is, the
customer will either think of you as
bothersome or valuable.
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5. Assess the needs of the customer
At this point, you must be able to identify
what the prospect needs, and how your
product can solve it. To do this, you need
to ask the right questions that will allow
you to “diagnose” your prospect’s needs.
But it doesn’t stop there: you also have
to build rapport and trust with your
prospect, before you finally reveal what
the product is.
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6. Present the product
As mentioned in the first step, you
should focus on what the benefits of the
products are when presenting the
product to the customer. Proceed to
enumerate and explain the benefits as if
you were a buyer yourself.
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7. Make a great close.
It’s up to you to use a closing technique
that fits best to your presentation. One
technique is the If-Then Close: “If I could
demonstrate how this product provides
you with (talk about a particular benefit
based on the needs assessment), then
would you be willing to buy this
product?”
Another is the Ask For It Close: “What
should we do in order to get this product
into your company?” There are several
more others, but the most important
thing is for you to have one.
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This is especially crucial—as 80% of deals fall through
because of an error in the closing. The timing should be
perfect—not too early or too late.

8. Follow up.
The relationship has been nurtured, all
you have to do is build on that
relationship. This will increase the
likelihood that your customer will buy
again in the future from you.
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9. http://www.aayuja.com/resources/blogs/
We act as growth partner to fast growing technology
companies. Our array of inside sales and marketing services
help them augment their businesses in the most profitable
manner.
For Technology Sales And Marketing Resources
Visit Our Blog
For free eBooks and more visit
http://www.aayuja.com/resources/resourceslibrary/

10. http://www.aayuja.com/resources/blogs/
We act as growth partner to fast growing technology
companies. Our array of inside sales and marketing services
help them augment their businesses in the most profitable
manner.
For Technology Sales And Marketing Resources
Visit Our Blog
For free eBooks and more visit
http://www.aayuja.com/resources/resourceslibrary/