Building a Result Driven Sales Process

4-Steps to Sealing the Deal

4 Stages of Decision MakingAwareness – Consideration – Evaluation - Negotiation

4 Components of Change Change – Pain – Vision – Easy First Steps

4 Stages of a Sales Process Lead – Market Qualified Lead – Sales Qualified Lead – Customer

I started to see a pattern.

Awareness Learning their PAIN

The context is Discovery

“Getting to Know You Phase”

Step I – A Lead Comes In

What will they do that will indicate they are moving forward?

What do you need to know about them going into the next step?

What value added information can you offer that will guide them to the next step?

Step I – A Lead Comes In

Consideration Bridging your solution as a triumph over their pain

The context is building confidence

“Getting comfortable Phase”

Step II – Marketing Qualified Lead (MQL)

Step II – Marketing Qualified Lead (MQL)

What will they do that will indicate they are moving forward?

What do you need to know about them going into the next step?

What value added information can you offer that will guide them to the next step?

Evaluation Easy first steps

The context is Being Prepared

“The Trusted Advisor Phase”

Step III – Sales Qualified Lead (SQL)

Step III – Sales Qualified Lead (SQL)

What will they do that will indicate they are moving forward?

What do you need to know about them going into the next step?

What value added information can you offer that will guide them to the next step?

Negotiation Removing final barriers

The context is Relationship

“The let’s do this thing phase”

Step IV – Purchase

Do you have a structure in place for repeat purchases?

Are they anticipating future transactions?

Is there a time frame set to re-visit their needs?

Step IV – Purchase

Selling is helping

people to choose what they want to

buy.