THE SALES PROCESS

1. SALES VOCABULARY
Match the vocabulary from the box to the correct definitions (1-6). Then answer
the questions using the new vocabulary.
sales pipeline reps key decision makers prospecting
up-sell grit roll with the punches guarantee

Definitions:
1. a promise made by a company that a product or service will work as specified
2. a list of sales prospects, detailing where they are in the sales process.
3. an abbreviation for representative - in full it means ‘sales representative’.
4. to sell a new service or product to an existing customer.
5. to tolerate continuous hard times
6. senior people in a company who have authority.
7. identify potential customers, develop a database of likely customers.
8. refers to a person’s strength of character.
2. THE SALES PROCESS
Read the article below. Then complete the blank spaces by using the headings
provided in the box.
Closing Prospecting Objection Handling Follow ups
Planning & Research Needs Assessment Pitch / Presentation

The 7 Step Sales Process

1. ………………………..
Good preparation is the foundation of a good sales process. Salespeople need to know
about their product, target customers, industry, and the unique value their brand
provides.A salesperson also needs to research their competitors and their customer’s
needs.
2. ………………………..
It can be difficult to find customers but engaging with the right type of customers is
even more difficult. Sales people can find potential customers from many sources
including CRM databases, social media, industry events, and online searches. To
ensure a healthy sales pipeline, reps should contact customers via phone calls,emails,
and social media.
3. ………………………..
Once the customer has been identified, the sales team has to do some research to
determine the customer’s needs, and decide if their company is the best fit for the
customer. This stage enables sales professionals to create personalised solutions that
increase the likelihood of closing a deal.
4. ………………………..
At this stage the sales team sells to the customer. The salesperson will detail the
unique value that the product or service offers, this can be done by connecting the
customer’s needs to the features of the product.
5. ………………………..
Rejection and objections are common in sales. Any salesperson who lacks grit and the
ability to roll with the punches will soon be out of the game. To manage objections
effectively, a salesperson must try to view the situation from the customer’s point of
view.
6. ………………………..
This step involves sending a proposal or draft contract outlining the solution offered to
the customer. A salesperson will need to negotiate the contract details, then get
signatures from multiple key decision-makers in the customer’s organisation.
7. ………………………..
The sales process does not end after the first sale, this is because current customers
are great prospects for future sales of other products or services. By maintaining
excellent customer relationships, a salesperson can up-sell and generate repeat
business easily.
TRUE OR FALSE
Below are seven statements based on the article. Decide if they are true or false.
1. It is important to research your competitors before beginning the sales process.
2. Sales professionals can find potential customers on social media.
3. Research the customer and create tailored solutions.
4. Sell to anyone. You don’t need to match the products features to customer’s needs.
5. Don’t worry about objections, just concentrate on selling, selling, selling.
6. A good sales person doesn’t negotiate.
7. Continue to have a good relationship with your customers after the sale.