Sales Process

Sales Process Buying Process Selling Process

Recognition of needs

Evaluation of Options

Resolution of Concerns

Decision/ Purchase

Implement/ Receive Service

Plan & Engage

Discovery

Qualify

Propose Solutions

Resolve Concerns

Contract & Close

Implement/ Deploy Service

ACTIONS

ACTIONS

ACTIONS

ACTIONS

ACTIONS

ACTIONS

ACTIONS

Uncover Area of Opportunity/ Find Gap

Identify Key Decision Makers and Influencers

Understand Competitive Positioning

Negotiate Final Business Terms

Test Potential Solution(s)

Understand their Critial Concerns and Objectives

Agree on Pricing and Client Success Criteria Prove Solution Capabilities

Prepare Implementation Team

Ensure Prospect Meets Territory Plan or Strategy Complete Pre-call Planning Leverage Knowledge of Existing Client Relationship Across Brand

Required to Proceed to Discovery Identify Buying Contact

Win Percentage

0%

Bring the Prospect to Recognition of Needs and Gain Commitment to Further Explore

Determine their Decision Criteria and Decisions Process

Confirm Value of Solutions with Key Decision Makers and Influences Demonstrate the ROI

Resolve all Objections

Required to Proceed to Qualify

Required to Proceed to Purpose Solutions

Required to Proceed to Resolve Concerns

Required to Proceed to Contract & Close

Written Agreement to Explore Solutions

Submit Client-Specific Solution(s)

Proposed Solution Acceptemd with Negotiation

Solution Approved/ Verbally Awarded

10%

25%

50%

Finalize Legal Details

75%

Transition to Delivery Implementation Team

Define Success Measure with Client Continually Measure Voice of Client (VoC)

Required to Proceed to Implement

Signed Contract

90%

Service Started

100%