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5 Crucial Sales Process Steps Explained
Snapshots Infographics / Sales Management / Nov 28, 2016 / Posted by John Golden / 4980 

5 Crucial Sales Process Steps Explained


A sales process is a systematic, repeatable series of steps that map out and track interaction with prospects from their first point of engagement with your business through to a close.

Sales Process Steps – What Are They?

Easily master your sales process and generate more revenue using these 5 steps:

  1. Lead Generation (Outbound for Sales Reps)
  2. Qualify Leads (Budget, Capacity, Timing)
  3. Demonstrate Value (Translate into Prospect Needs, Wants, Desires)
  4. Guide Prospect Understanding (Manage Objections, Frame Thinking)
  5. Deliver and Support (Customer Satisfaction!)

Sales Process Steps – Explained

A standardized sales process steps outline not only the main sales steps but also the tasks to be accomplished successfully at each stage – which are absolutely necessary for effective sales pipeline management. Leverage these steps in the sales process to increase win probability, influence customer deal size, and speed pipeline velocity.5 Basic Sales Process Steps

  1. Lead Generation: Master salespeople use lead bait and other outbound tools to perfect their sales process.
  2. Qualify Leads: Sales reps and other prospective customers want to make sure that you’re a good fit for them. Instead of spending time working on a lead that is impossible to win, qualify your leads beforehand so you don’t waste time.
  3. Demonstrate Solution: Once a sales rep knows the lead is qualified, it’s important to demonstrate to the potential customer that you can help them solve their problems, or implement helpful solutions.
  4. Deal or no deal: The sales rep must be able to anticipate and respond to the prospect’s objections, and be prepared to handle a “no.”
  5. Deliver!: The sales process doesn’t end with a signature. The final stage of the sales process is to actually deliver on the promises that you made and follow through on what was said in the first steps of the sales process.

To learn more about the sales process, check out this SalesPOP! content: Accelerators in the Sales Process, Transparency in Your Sales Process, and How to Setup Your Sales Process to Get More Sales.

About Author

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World's Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He has conducted over 500 video interviews of thought leaders for Sales POP! online sales magazine and has a podcast channel on iTunes that has over 350 audio interviews He is CSMO at Pipeliner CRM. He is also an Amazon best selling author of two books and In his spare time, John is an avid Martial Artist.

Author's Publications on Amazon

John Golden, best selling author of "Winning the Battle for Sales" presents "Social Upheaval: How to Win At Social Selling" to explain how every B2B salesperson can add social selling methods to their toolkits, and why it is so important that they do so without…
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FROM THE CREATORS OF SPIN SELLING―TRIED-AND-TRUE STRATEGIES TO ARM YOU IN THE WAR FOR SALES SUPREMACY "I distinctly remember my first VP talking about 'campaigns' and 'targets.' Indeed, successful salespeople have made learning from military tactics an important aspect of their careers. In this engaging…
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