SlideShare a Scribd company logo
1 of 17
Download to read offline
Business Skills
For The 21st
Century
© LenFoster.Com 2014 All rights reserved
len@lenfoster.co.uk
The 7 Stages of The Sales Process
Prospecting
Stage 1
Fishing in the right pond
Who’s your target market? – who’s going to buy your stuff?
Who’s your ideal customer in that market? – customer demographic, avatar
Where can you find them? – networking, trade shows, Linkedin
Collect their details – list building
Keep in touch – CRM system, newsletter, auto responder messages
Turning leads into appointments – what’s your process, what’s your conversion rate?
Preparation
Stage 2
You can’t be too well prepared
Who are you going to see?
What do you know about them – position in company, length of service, hobbies,
interests?
What’s your goal for the meeting – speak to a decision maker, establish interest,
make a sale?
How will you present yourself – first impressions count, dress smart or casual, never
flashy?
Rapport
Stage 3
Building Rapport
Smile :0) – rapport doesn’t happen with grumpy people
Show a GENUINE interest in them – ask questions, hobbies, interests
Encourage them to talk about themselves and listen (Listen = Silent – same letters)
Use their name where possible
Talk about their interests not yours
Make them feel important “Sincerely”
Qualification
Stage 4
The better you qualify prospects the more sales you’ll make
Ask questions don’t make statements
Prepare questions beforehand
Ask big questions – so what's your biggest challenge at the moment, what are your
goals for…..?
Evoke emotion – how proud will you feel when…. people make decisions on emotion
not logic
Ask what failing to achieve what they want will feel like – create negative emotion
Show how your product or service prevents them from failing – is the solution they
need
Presentation
Stage 5
The sales presentation
Should be one way traffic – you talking and them listening
Have a start, middle and end to your presentation
1 Start – cover why you’re there and set an agenda for the presentation
2 Middle – give brief history, establish credibility, product overview or specific product
for them
3 End – simply summarise what you’ve said and close
Process is – 1 tell them what your going to tell them, 2 tell them, 3 tell them what
you’ve told them
Closing
Stage 6
Asking for the business
If you don’t ask, you don’t get
If you don’t ask the answers always no
Six ways to close
Assumptive close – assumes you have the business so you skip the asking stage
Conditional close – if I can do XXX for you, will you do XXX for me (Purchase)
Alternative close – give a choice of answers but both get the sale e.g. red one or
blue one
Summary – summarising gets lots of small yeses, makes it easier to get the big yes
Sandwich – where the price is sandwiched in between two lots of product or service
Objections
Stage 6
An objection is anything the prospect says or does that prevents closing
Learn to accept objections as a challenge rather than a huge obstacle
If you’re afraid of objections you’ll mess up your response and probably lose the sale
Prospects that buy have 58% more objections
1 Clarify the objection – e.g. why do they think XXXX is too expensive
2 Don’t go defensive – agree that XXXX may appear expensive at first then show why it isn’t
3 Find out if their concern with e.g. price is their only one - know what your up against
4 Hear their objection as a positive - they wouldn’t be talking if there wasn’t some interest
5 Answer positively – tell them what you can do e.g. for their budget of XXX not what you can’t do
Business Skills
For The 21st
Century
© LenFoster.Com 2014 All rights reserved
len@lenfoster.co.uk

More Related Content

Featured

Social Media Marketing Trends 2024 // The Global Indie Insights
Social Media Marketing Trends 2024 // The Global Indie InsightsSocial Media Marketing Trends 2024 // The Global Indie Insights
Social Media Marketing Trends 2024 // The Global Indie InsightsKurio // The Social Media Age(ncy)
 
Trends In Paid Search: Navigating The Digital Landscape In 2024
Trends In Paid Search: Navigating The Digital Landscape In 2024Trends In Paid Search: Navigating The Digital Landscape In 2024
Trends In Paid Search: Navigating The Digital Landscape In 2024Search Engine Journal
 
5 Public speaking tips from TED - Visualized summary
5 Public speaking tips from TED - Visualized summary5 Public speaking tips from TED - Visualized summary
5 Public speaking tips from TED - Visualized summarySpeakerHub
 
ChatGPT and the Future of Work - Clark Boyd
ChatGPT and the Future of Work - Clark Boyd ChatGPT and the Future of Work - Clark Boyd
ChatGPT and the Future of Work - Clark Boyd Clark Boyd
 
Getting into the tech field. what next
Getting into the tech field. what next Getting into the tech field. what next
Getting into the tech field. what next Tessa Mero
 
Google's Just Not That Into You: Understanding Core Updates & Search Intent
Google's Just Not That Into You: Understanding Core Updates & Search IntentGoogle's Just Not That Into You: Understanding Core Updates & Search Intent
Google's Just Not That Into You: Understanding Core Updates & Search IntentLily Ray
 
Time Management & Productivity - Best Practices
Time Management & Productivity -  Best PracticesTime Management & Productivity -  Best Practices
Time Management & Productivity - Best PracticesVit Horky
 
The six step guide to practical project management
The six step guide to practical project managementThe six step guide to practical project management
The six step guide to practical project managementMindGenius
 
Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...
Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...
Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...RachelPearson36
 
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...Applitools
 
12 Ways to Increase Your Influence at Work
12 Ways to Increase Your Influence at Work12 Ways to Increase Your Influence at Work
12 Ways to Increase Your Influence at WorkGetSmarter
 
Ride the Storm: Navigating Through Unstable Periods / Katerina Rudko (Belka G...
Ride the Storm: Navigating Through Unstable Periods / Katerina Rudko (Belka G...Ride the Storm: Navigating Through Unstable Periods / Katerina Rudko (Belka G...
Ride the Storm: Navigating Through Unstable Periods / Katerina Rudko (Belka G...DevGAMM Conference
 
Barbie - Brand Strategy Presentation
Barbie - Brand Strategy PresentationBarbie - Brand Strategy Presentation
Barbie - Brand Strategy PresentationErica Santiago
 
Good Stuff Happens in 1:1 Meetings: Why you need them and how to do them well
Good Stuff Happens in 1:1 Meetings: Why you need them and how to do them wellGood Stuff Happens in 1:1 Meetings: Why you need them and how to do them well
Good Stuff Happens in 1:1 Meetings: Why you need them and how to do them wellSaba Software
 
Introduction to C Programming Language
Introduction to C Programming LanguageIntroduction to C Programming Language
Introduction to C Programming LanguageSimplilearn
 
The Pixar Way: 37 Quotes on Developing and Maintaining a Creative Company (fr...
The Pixar Way: 37 Quotes on Developing and Maintaining a Creative Company (fr...The Pixar Way: 37 Quotes on Developing and Maintaining a Creative Company (fr...
The Pixar Way: 37 Quotes on Developing and Maintaining a Creative Company (fr...Palo Alto Software
 

Featured (20)

Social Media Marketing Trends 2024 // The Global Indie Insights
Social Media Marketing Trends 2024 // The Global Indie InsightsSocial Media Marketing Trends 2024 // The Global Indie Insights
Social Media Marketing Trends 2024 // The Global Indie Insights
 
Trends In Paid Search: Navigating The Digital Landscape In 2024
Trends In Paid Search: Navigating The Digital Landscape In 2024Trends In Paid Search: Navigating The Digital Landscape In 2024
Trends In Paid Search: Navigating The Digital Landscape In 2024
 
5 Public speaking tips from TED - Visualized summary
5 Public speaking tips from TED - Visualized summary5 Public speaking tips from TED - Visualized summary
5 Public speaking tips from TED - Visualized summary
 
ChatGPT and the Future of Work - Clark Boyd
ChatGPT and the Future of Work - Clark Boyd ChatGPT and the Future of Work - Clark Boyd
ChatGPT and the Future of Work - Clark Boyd
 
Getting into the tech field. what next
Getting into the tech field. what next Getting into the tech field. what next
Getting into the tech field. what next
 
Google's Just Not That Into You: Understanding Core Updates & Search Intent
Google's Just Not That Into You: Understanding Core Updates & Search IntentGoogle's Just Not That Into You: Understanding Core Updates & Search Intent
Google's Just Not That Into You: Understanding Core Updates & Search Intent
 
How to have difficult conversations
How to have difficult conversations How to have difficult conversations
How to have difficult conversations
 
Introduction to Data Science
Introduction to Data ScienceIntroduction to Data Science
Introduction to Data Science
 
Time Management & Productivity - Best Practices
Time Management & Productivity -  Best PracticesTime Management & Productivity -  Best Practices
Time Management & Productivity - Best Practices
 
The six step guide to practical project management
The six step guide to practical project managementThe six step guide to practical project management
The six step guide to practical project management
 
Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...
Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...
Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...
 
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...
 
12 Ways to Increase Your Influence at Work
12 Ways to Increase Your Influence at Work12 Ways to Increase Your Influence at Work
12 Ways to Increase Your Influence at Work
 
ChatGPT webinar slides
ChatGPT webinar slidesChatGPT webinar slides
ChatGPT webinar slides
 
More than Just Lines on a Map: Best Practices for U.S Bike Routes
More than Just Lines on a Map: Best Practices for U.S Bike RoutesMore than Just Lines on a Map: Best Practices for U.S Bike Routes
More than Just Lines on a Map: Best Practices for U.S Bike Routes
 
Ride the Storm: Navigating Through Unstable Periods / Katerina Rudko (Belka G...
Ride the Storm: Navigating Through Unstable Periods / Katerina Rudko (Belka G...Ride the Storm: Navigating Through Unstable Periods / Katerina Rudko (Belka G...
Ride the Storm: Navigating Through Unstable Periods / Katerina Rudko (Belka G...
 
Barbie - Brand Strategy Presentation
Barbie - Brand Strategy PresentationBarbie - Brand Strategy Presentation
Barbie - Brand Strategy Presentation
 
Good Stuff Happens in 1:1 Meetings: Why you need them and how to do them well
Good Stuff Happens in 1:1 Meetings: Why you need them and how to do them wellGood Stuff Happens in 1:1 Meetings: Why you need them and how to do them well
Good Stuff Happens in 1:1 Meetings: Why you need them and how to do them well
 
Introduction to C Programming Language
Introduction to C Programming LanguageIntroduction to C Programming Language
Introduction to C Programming Language
 
The Pixar Way: 37 Quotes on Developing and Maintaining a Creative Company (fr...
The Pixar Way: 37 Quotes on Developing and Maintaining a Creative Company (fr...The Pixar Way: 37 Quotes on Developing and Maintaining a Creative Company (fr...
The Pixar Way: 37 Quotes on Developing and Maintaining a Creative Company (fr...
 

7 stages of the sale process with len foster

  • 1. Business Skills For The 21st Century © LenFoster.Com 2014 All rights reserved len@lenfoster.co.uk
  • 2. The 7 Stages of The Sales Process
  • 4. Fishing in the right pond Who’s your target market? – who’s going to buy your stuff? Who’s your ideal customer in that market? – customer demographic, avatar Where can you find them? – networking, trade shows, Linkedin Collect their details – list building Keep in touch – CRM system, newsletter, auto responder messages Turning leads into appointments – what’s your process, what’s your conversion rate?
  • 6. You can’t be too well prepared Who are you going to see? What do you know about them – position in company, length of service, hobbies, interests? What’s your goal for the meeting – speak to a decision maker, establish interest, make a sale? How will you present yourself – first impressions count, dress smart or casual, never flashy?
  • 8. Building Rapport Smile :0) – rapport doesn’t happen with grumpy people Show a GENUINE interest in them – ask questions, hobbies, interests Encourage them to talk about themselves and listen (Listen = Silent – same letters) Use their name where possible Talk about their interests not yours Make them feel important “Sincerely”
  • 10. The better you qualify prospects the more sales you’ll make Ask questions don’t make statements Prepare questions beforehand Ask big questions – so what's your biggest challenge at the moment, what are your goals for…..? Evoke emotion – how proud will you feel when…. people make decisions on emotion not logic Ask what failing to achieve what they want will feel like – create negative emotion Show how your product or service prevents them from failing – is the solution they need
  • 12. The sales presentation Should be one way traffic – you talking and them listening Have a start, middle and end to your presentation 1 Start – cover why you’re there and set an agenda for the presentation 2 Middle – give brief history, establish credibility, product overview or specific product for them 3 End – simply summarise what you’ve said and close Process is – 1 tell them what your going to tell them, 2 tell them, 3 tell them what you’ve told them
  • 14. Asking for the business If you don’t ask, you don’t get If you don’t ask the answers always no Six ways to close Assumptive close – assumes you have the business so you skip the asking stage Conditional close – if I can do XXX for you, will you do XXX for me (Purchase) Alternative close – give a choice of answers but both get the sale e.g. red one or blue one Summary – summarising gets lots of small yeses, makes it easier to get the big yes Sandwich – where the price is sandwiched in between two lots of product or service
  • 16. An objection is anything the prospect says or does that prevents closing Learn to accept objections as a challenge rather than a huge obstacle If you’re afraid of objections you’ll mess up your response and probably lose the sale Prospects that buy have 58% more objections 1 Clarify the objection – e.g. why do they think XXXX is too expensive 2 Don’t go defensive – agree that XXXX may appear expensive at first then show why it isn’t 3 Find out if their concern with e.g. price is their only one - know what your up against 4 Hear their objection as a positive - they wouldn’t be talking if there wasn’t some interest 5 Answer positively – tell them what you can do e.g. for their budget of XXX not what you can’t do
  • 17. Business Skills For The 21st Century © LenFoster.Com 2014 All rights reserved len@lenfoster.co.uk