Sales Process Flowchart

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By following the sales process model you are in elite company from a business perspective. You are becoming a solution provider rather than a salesperson. It isn’t easy, but your customer appreciates the effort. You are setting the groundwork for what could become a long and profitable relationship.

At the end of this step you will be ready to close the sale.

Depending on your industry, your solution may be easy or complex to formulate for the customer. You may include financing options or have some after sales service to sweeten the deal. No matter the complexity, the model of the benefit statement should generally follow some basic principles.

The first step in developing a strong benefit statement is working through each feature of your solution. Identify the business value the customer will derive from each attribute you want to highlight. In other words, you must identify the features of your solution that will address the core needs of the customer. If you approach it any different, you will have a thin value statement that your competitors could blow away.

There are a number of considerations when formulating a strong benefit statement(s). Take note and make yours as effective as you can.

• Each benefit statement must be clear and concise.
• Each benefit statement must attach itself to business value.
• Each benefit statement must project a clear picture of the issues your solution will address for the client.
• Test your benefit statement on all the decision makers and influencers. This will allow you to fine tune it.
• If you are including a competitive positioning statement, it must be well thought-out. Don’t forget to tie it to the business value the customer requires.

For example, if your client’s evaluation criterion places the greatest weight on the purchase price, you better know that up front. If your solution costs more but has the lowest operating cost of all the vendors, you have to influence the decision criteria in your favor.

This is what wins and loses deals for salespeople all over the world. If you can successfully get through this step of the sales process flow chart, you will set yourself up for a straight forward close.

Become a consultative salesperson. Show your customer how your solution will positively impact their business. The closer you follow the sales process flow chart, the better you position yourself to do this.

Thanks for reading.

Good selling.

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