Sales Process Diagram

The biggest mistake many salespeople make is treating a successful sale like it is a finish line. They close the deal, deliver the goods and pick up their check. By failing to acknowledge the client has other needs or will buy that product again, a salesperson can fall short (not only for the client, but ultimately themselves).

When dealing with large accounts it is critical to keep the cycle in mind. Too many salespeople lose control of their accounts after the sale is complete. They assume “their job is done” and the client will contact them when they are ready to buy again.

Big mistake. This is a killer of customer relationships.

A large account can have their business issues change in a hurry (sometimes weekly). They may be looking to cut costs. They may be on a growth and revenue grab. Maybe their marketplace is shrinking. Perhaps they are relocating.

This doesn’t mean you have to show up to your customer account on a weekly basis. But you had better be there enough to understand where their business is going. Monthly, quarterly or maybe just twice a year will be enough. You know your account better than anyone. You be the judge.

The above diagram is an example of the sales flow. Each step is equally as important as the next. But keep in mind that each step can vary in complexity industry by industry.

For a more detailed look at the sales process steps, click on the links below.

1. Understand your customer and Build Relationships
2. Customer Need Recognition
3. Formulate Solutions & Articulate Business Value
4. Close the Sale & Resolve Issues
5. Deliver and Evaluate

Familiarize yourself with the concepts and stick it to your competitors. Get out there and make that money you know you deserve.

Thanks for reading.

Good selling.

Hiring a sales process consultant
Definition of sales process improvement
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