Page 2 - Powerhouse Partnership 16-12-2021

CONTENTS
CONTENTS ........................................................................................................................................................................................................... 2 WHY USE A SALES PROCESS? ......................................................................................................................................................................... 3 IMPORTANT STEP IN THE SALES PROCESS................................................................................................................................................... 4
STEP 1:..LEADS................................................................................................................................................................................................................... 5 STEP 2:.PROSPECTING.....................................................................................................................................................................................................6 STEP 2:.CALLING FOR APPOINTMENTS......................................................................................................................................................................... 7 STEP 3:.QUALIFYING - PREPARATION FOR A QUALIFICATION MEETING ................................................................................................................ 8 STEP 3:.POSSIBLE QUESTIONS FOR A QUALIFICATION MEETING ............................................................................................................................ 9 STEP 3:.GATEWAY ONE QUALIFIERS ............................................................................................................................................................................10 STEP 4:.NEEDS ANALYSIS ...............................................................................................................................................................................................11 ...............WHAT THE CLIENT NEEDS TO FIX/ACHIEVE THROUGH A SOLUTION YOU CAN PROVIDE ....................................................................11 STEP 4:.GATEWAY TWO QUALIFYING ...........................................................................................................................................................................12 STEP 5:.PROPOSAL ..........................................................................................................................................................................................................13 STEP 5:.CONTINUED ........................................................................................................................................................................................................14 STEP 6: PRESENTATION..................................................................................................................................................................................................15 STEP 6: CONTINUED ........................................................................................................................................................................................................16 STEP 6: RESOLVING OBJECTIONS.................................................................................................................................................................................17 STEP 7:.CLOSING..............................................................................................................................................................................................................18 STEP 7:.NEGOTIATE .........................................................................................................................................................................................................19 ...............HOW TO USE THE SALES PROCESS ..............................................................................................................................................................20