Business Sales Process Guide
Stages, techniques, skills, and metrics.
Sales Stages
Prospecting
Activity: Finding leads
Outcome: Qualified prospects
Qualification
Activity: Assessing fit
Outcome: Valid opportunities
Presentation
Activity: Showing value
Outcome: Interested buyers
Negotiation
Activity: Discussing terms
Outcome: Agreement terms
Closing
Activity: Finalizing deal
Outcome: Completed sales
Follow-up
Activity: Post-sale service
Outcome: Satisfied customers
Sales Techniques
1. Consultative selling
2. Solution selling
3. Value-based selling
4. Relationship selling
5. SPIN selling
6. Challenger selling
7. Account-based selling
8. Social selling
Sales Skills
Communication
Application: Clear messaging
Improvement: Practice, feedback
Listening
Application: Understanding needs
Improvement: Active listening training
Negotiation
Application: Deal making
Improvement: Negotiation courses
Product knowledge
Application: Value articulation
Improvement: Continuous learning
Sales Metrics
1. Sales volume
2. Conversion rate
3. Average deal size
4. Sales cycle length
5. Pipeline value
6. Win rate
7. Customer acquisition cost
8. Revenue per salesperson
Sales Process Checklist
1. Prospect for qualified leads. 2. Qualify opportunities thoroughly. 3. Present compelling value. 4. Negotiate favorable terms. 5. Close deals efficiently. 6. Follow up for satisfaction. 7. Develop sales skills continuously. 8. Track sales metrics actively. 9. Optimize process regularly. 10. Build customer relationships. Sales process = revenue engine. Leads prospected. Opportunities qualified. Value presented. Terms negotiated. Deals closed. Follow-up done. Skills developed. Metrics tracked. Process optimized. Relationships built.