1. TM
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10 STEP
SALES PROCESS

2. 1. PROSPECT
Define
the
target
audience
you
want
to
a2ract
and
use
channels
such
as
social
media
to
find
them.
Focus
on
the
types
of
customers
you
wish
to
a2ract.
For
example,
a
financial
adviser
can
use
advanced
search
filters
on
social
media
to
find
and
target
lawyers
within
a
specific
geographical
loca=on
and
tailor
messages
to
appeal
to
that
audience.
The
more
targeted
you
are
with
your
prospec=ng
the
more
likely
you
are
to
generate
contacts
who
fit
the
criteria
of
your
ideal
client
type.
TM
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3. 2. QUALIFY
By
gathering
answers
to
the
following
ques=ons
can
help
you
qualify
each
lead,
allowing
you
to
focus
on
those
most
likely
to
convert
to
sales.
• Budget:
do
they
have
enough
money
to
buy
the
product?
• Authority:
can
they
make
a
purchase
decision?
• Need:
do
they
have
a
need
that
the
product
or
service
in
ques=on
can
fulfill
• Timescale:
do
they
have
a
specific
=me
when
they
wish
to
make
their
purchase
✔
TM
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4. 3. CONNECT
Connect
with
prospects
through
email,
telephone
or
face
to
face
mee=ng
to
communicate
your
value
proposi=on.
Depending
on
your
business
and
proposi=on,
email
is
typically
the
best
and
most
cost
effec=ve
form
of
communica=on
for
early
stage
prospects.
Automa=on
processes
provide
you
with
a
means
to
nurture
prospect
interest
through
the
scheduled
delivery
of
automated
emails.
TM
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5. 4. IDENTIFY PAIN POINTS
Why
would
someone
who
fits
within
your
target
client
profile
choose
to
bypass
your
product
or
service?
To
understand
why,
you
must
put
yourself
in
their
shoes,
understand
their
pain
points
and
take
preemp=ve
measures
to
address
those
pain
points.
Use
your
website,
blog
content,
videos,
or
emails
to
clarify
any
concerns
and
remove
obstacles
that
could
impact
your
sales.
TM
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6. 5. PRESENT
Show
exactly
what
you
have
to
offer
and
why
it
would
benefit
that
prospect.
Use
product
demos,
samples,
examples
or
presenta=ons.
Develop
a
process
to
present
your
service
through
the
most
suitable
media.
Whether
it
is
face
to
face
product
demonstra=ons,
videos,
booklets
or
online
demonstra=ons,
use
the
right
media
to
fit
your
proposi=on.
TM
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7. 6. HANDLE CONCERNS
To
help
address
any
doubts
the
prospect
might
have,
include
an
FAQ
sec=on
on
your
website.
Help
build
trust
and
authority
by
providing
them
with
tes=monials
and
case
studies.
For
the
prospects
who
need
more
=me,
send
them
regular
and
valuable
blog
posts
or
email
newsle2ers
to
help
keep
your
service
front
of
mind.
TM
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8. 7. PROPOSAL
When
you
understand
your
prospects
specific
needs
and
they
see
the
value
in
your
service,
draught
and
present
to
them
a
proposal
that
fits
their
requirements.
TM
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9. 8. CLOSE
Whenever
you
feel
you
have
nurtured
your
prospects
interest
and
alleviated
any
concerns,
ask
for
the
business
and
close
the
deal.
TM
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10. 9. DELIVER
The
most
important
part
of
any
transac=on
is
to
deliver
value.
By
ensuring
your
customers
receive
the
product
or
service
they
signed
up
for
is
cri=cal
for
business
longevity
and
client
sa=sfac=on.
Ensure
you
have
client
care
processes
in
place
to
promote
customer
delight.
TM
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11. 10. UPSELL/CROSS-SELL
Remain
in
contact
with
clients
through
regular
blog
distribu=on,
email
newsle2ers
or
product
updates.
Benefit
from
flawless
customer
care
processes
to
upsell
and
promote
posi=ve
word
of
mouth
and
social
referrals.
TM
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12. econnexx
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TM