ICM Consulting and Media Corp.
Feb. 11, 2014
I recently gave two presentations to MBA and BBA students at the Schulich School of Business in Toronto on the topics of Sales and Entrepreneurship. I shared with them the sales process that I find most effective when converting prospects into paying customers, and the feedback I received was tremendous. After the presentations, students came up to me one by one asking if I could elaborate on each milestone of the process.
Organizations spend a ton of money on driving qualified traffic to their websites and on converting them into inbound leads. It’s methodical to the point that almost every pixel on their website, and every keyword they advertise, plays a specific role in generating more and more quality leads. The same attention to detail is often times missing when it comes to the follow up process once a lead is sent to a sales person. This is often done ad hoc, without planning, and it’s time to take the same methodical approach on the sales side of things and start generating more revenue for your business.
So today I’m going to share with you the 9 Step Sales Process that I follow in which the completion of each step brings you closer to closing the deal. Each week hereafter I will elaborate on one of the milestones of the process and answer any questions that you may have.
9 steps really isn’t much when you consider the fact that several of those steps are usually grouped together. For example, an inbound lead takes care of the prospecting step. Then all you need to do is call the lead back to qualify them and book a meeting. During the presentation stage, depending on the nature of your product or service, you could combine steps 3 (Intro Call & Needs Discovery Stage) and 4 (Solution Presentation Stage), in most cases and in shorter more transactional sales cycles you can even throw in milestones 5 through 8.
Next week I will be dissecting the Prospecting Stage and providing some useful tips and tricks on how you can maximize your time to get better results.
Click on the link below to read the next article in the series where I share with you 5 GREAT tips to help you prospect more effectively while looking at the first milestone of the 9-Step Sales Process, the Prospecting Stage.
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