If you maximize your effectiveness at each stage, you have the ability to dramatically grow your sales.

1. The Sales Cycle

2. What is it?

3. Modern Sales Cycle

4. Prospecting
• Finding new prospects to fill the hopper is a vital first step
• Prospecting is like setting a target to reach out to
• A good start to prospecting is to define what a good prospect is like for your
business, and think about how you could approach such a prospect

5. Initiate Contact
• Different approaches work better for different industries. Often times, the first
contact is either a phone call, an email or even physical mail
• Offering help, support and information is likely to be more successful than a hard
sell
• The first contact should leave an impression in the prospects mind that the we are
there for help

6. Needs Analysis
• You can only determine whether your solution is a good fit if you truly understand
your prospect’s needs
• Equip yourself and your sales reps with the questions and resources they need to
uncover the right information

7. Sales Pitch/Proposal
• This phase of the sales cycle is critical. You need to present your offering as a
solution to your prospect’s needs
• Tailor your proposal to the information you have gathered in the previous phases
of the sales cycle
• Numbers catch eyes and interest. Thus, forecasted numbers always have their way

8. Manage Objections
• Understanding the likely objections, such as price and timing, and equipping your
sales team to handle them appropriately will increase your win rate and speed up
your sales process

9. Close a Sale
• In this phase, you will have to drive the deal to close and get the prospect’s
signature on the dotted line
• Mastering the different techniques for closing takes both training and experience

10. Keep Existing Clients Happy
• Put a follow-up process in place to make sure your customers are happy
• This will earn you repeat sales, as well as get you referrals for new leads you can
start driving through the sales cycle

12. Four tips to improve your sales process
• Look at your most consistent salespeople, and see what exactly they are doing.
Capture the knowledge, turn it into a process for other salespeople and replicate
success
• Define the sales cycle for your own business. For each of the phases, create easily
accessible templates, checklists and questions that your sales reps could use
• Set targets for the number of deals you want to have at each stage of the sales
process at any time, and track the figures meticulously
• Set targets for how long a deal should stay at a sales cycle stage. If you see that a
deal has no activity for longer than that period, immediately follow up to avoid the
deal falling through the cracks

13. Mistakes Salespeople Make!!
Assuming the problem stated to
them as the actual problem
Believing that the sales presentation
will help in closing the deal
Hoping the loop holes that you leave
will go unnoticed
Talking too much
Believing that you can sell
anything to anybody
Excessive knowledge
to prospect
Acting as an unpaid
consultant to Seal the deal

14. What we should do instead!!
Stop the deal. Begin a conversation,
approach as a Consultant not a
Salesperson
Find out if you and prospect are
a good fit
First impression is the last
impression
Don't let the sales
pressure get over you
Never chase prospect
Keep your pitch crisp and
transparent

15. BANT
B- Budget
A- Authority
N- Need
T- Time

16. GPCT
G- Goal
P- Plans
C- Challenges
T- Timeline

17. Optimization
• It is very important to optimise the sales cycle of the organization in order
to minimize the efforts and maximize the number of sales. It is very
important to identiy the right time to pull out from a deal
Remember-
EVERY PROSPECT WILL NOT BECOME A
CLIENT!!

18. THANK YOU!