8/3/2018 (2) Sales SOP (Standard Operating Procedure) | LinkedIn

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Sales SOP (Standard Operating

Procedure)
Diterbitkan pada 25 Februari 2016

Henry Hsieh Ikuti

Project Engineer at Vpet USA Inc 12 0 1
3 artikel

Part of my job is to sell the products that I have developed.

“Sell me a pen.” - Jordon Belfort.

What is your method when it comes to selling a pen? Normally, people would keep on
describing the features of the pen. My method is different. I would give the buyer a paper
and tell him I am willing to do business with him. However, first he must write down his
phone number on the paper. Now, he needs a pen.

When I first start selling my products, I was clueless. Still, until today, I have not seemed a
systematic method of doing sales. Or at least, no one publishes them online. Therefore, I
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wanted to publish this post to help the start up companies, entry level sales, new marketers,
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and novice entrepreneurs.

There is a lot of potential in sales. Sales generate profit. Without profit generation, a
company will eventually shut down. Our sales manager has taught me many great things
about sales. As an engineer, I believed there are always systematic ways of doing things.
This also includes doing sales.

By combining my own experience and our sales manager’s knowledge, I have generated a
systematic way of doing sales. This is a SOP I used everyday. It is also a SOP that I used to
train my sales associates.

My sales technique is simple.

1.Lead Generation.

Everyday I would generate about 20-30 potential leads by using the combine resources of

-MSDS,

-Data Connect,

-Platforms, (ie. Comivo, Alibaba)

and my -Personal Knowledge.

2.Research and Pain Points.

Consequently, I would look up each prospect. I will try to find out what products they are
using. And I will compare our products to the products they are using.

Then, I would find a pain point and I would start calling.

Such pain point might be

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-Leading time,

-Terms, or

-Quality of the product.

3.Calling.

Then I would start the calling. First thing I would do is to ask if I could speak with the
purchasing manager, then I would go on and talk about the pain point with the purchasing
manager.

-If the person wasn't interested, or the operator would not transfer the call,

I would simply ask if I can get the purchasing person's information, such as email or direct
line so I can call back later.

-If the operator still insists on not transferring the phone call, then I would ask if they are
interested in getting a supplier for such product. If not, simply hang up and move on to next
prospect.

And -if the phone call ends up being a voice mail, I would leave a voice mail. Then, I will
send a physical letter and a company’s brochure to that person. Next, I would personally
visit the company and try to speak with that person. I would repeat the same procedure until
the prospect responds.

4.Responded, Repeat Step 2.

After the prospect responded, I will tell him/her my name and which company I am from.
Afterwards, I will talk about the pain point to the purchasing person. Then, I will present the
strong selling points of the product to that person.

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I would repeat from step 1 to step 4 for follow up work periodically. Rarely, a deal is closed
at the first attempt.

Of course, I always try to be nice and be confident. And I never give up after rejections.

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Project Engineer at Vpet USA Inc

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