Selling Stages
Selling Stages
Note: All leads that have been gathered from tradeshow, research, personal lead, and referral must be inputted at Vtiger.
1) Step 1: Prospecting. At this first stage of the sales process, the salesperson is generating qualified leads, finding new opportunities among the existing customer database. Depending on the type of business, prospecting can take many forms including networking, seminars, marketing, trade shows, and cold calls. The purpose of this step is to identify a qualified decision maker, or an ally in the organization who can help you reach the decision maker.
Call out Prospecting Activity (Cold Calls) - Offer Company’s Web Development Services
1. Accept Call - Send Company Proposal/Profile - Set-up Appointment
2) Step 2: Proposal. The goal of the Proposal stage is that the website benefit has to be given and the customer requests that the salesperson submit a proposal.
• Creation of Proposal
Base on analysis during call-out stage
1. Accept Proposal
i. New Proposal
ii. Redesign Proposal
iii. Proposal base on phone needs analysis
2. Review/Reject Proposal
i. Allocated budget is low
3) Step 3: Presentation. When you reach this stage, the goal is that value has to be demonstrated and the customer requests that the salesperson for an appointment.
• Presentation base on analysis during call-out stage
• Presentation base on researched specific industry need
The style of your presentation and your personal conduct can have a big impact on its success.
The first step should be the introduction of company whereby the Webcon talks and the prospect listen. The second method is the demonstration stage. It is often more effective to show prospect how to do it rather than trying to explain it. The last stage is the needs analysis where we can use the technique the STOP, START & CONTINUE approach to better determine the needs especially if the prospect hasn’t given a terms of reference. You essentially ask the people in the meeting to name one task they want the organization to stop doing, one task that it should start doing, and one task that it should continue to do.
4) Step 4: Negotiation. The customer now has a clear understanding of the options available and begins negotiations to acquire the service. Price is one consideration, but negotiating considerations include the cost of change and the risk that the solution will not meet their needs. The desired outcome, naturally, is a successfully negotiated deal – perhaps formalized in a signed contract – that symbolizes a win-win arrangement for our company and the client.
• Adjust costing base on Prospect allocated budget
• Adjust payment terms if the client is on a tight budget
• Give additional value (free CMS etc.)
• Give discount (subject for approval)
5) Step 5: Closing the Sales. A signed contract is really just the first chapter of the story. Collection of down payment acknowledges that it is indeed a sale. First of all, the service must be delivered and implemented as indicated at the time frame on the signed contract. As Webcons, we should focus on a long-term profitable relationship and will follow up with the project coordinator & client to make sure that everything is going smoothly. And at the right time, you will begin the Prospecting step again, probing the customer to see if there is an ongoing need that can be serviced again.
