Page 20 - Powerhouse Partnership 16-12-2021
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HOW TO USE THE SALES PROCESS
■ Regularly review the sales process to ensure steps are not being missed
■ Use the check lists in this guide when preparing for each step
■ Identify the steps where opportunities are sticking and what you could do differently
■ If an opportunity in the pipeline is not progressing, rigorously answer these questions:
■ At what stage is the opportunity in the sales process?
■ What makes you say that?
■ What has not been completed in the process?
■ How will you move your opportunity to the next stage?
■ How could you progress it faster?
■ What actions are you going to take?
■ Is there any additional support you need?
20 APPLYING THE SALES FRAMEWORK
