The document outlines a sales process training that includes an overview, definitions of the key stages of a sales process (leads, prospecting, qualification, needs analysis, presenting solutions, objections, and closing), and exercises for salespeople to customize the process for their own roles. Trainees are instructed to complete exercises for each stage to define how they will generate leads, qualify prospects, understand customer needs, address objections, and close deals. The goal is to help salespeople strengthen their skills by developing a clear, customized sales methodology.

1. Sales Process Development
for Salespeople

2. Sales Process
Development Overview
• Quick online training (about 30 minutes)
• Read through the training slides
• Do the exercises as you go
• We will have a 1-on-1 coaching after
• This will make you a stronger candidate

3. The Sales Process
For every kind of sale
• Leads
• Prospecting
• Mutual Qualification
• Needs Analysis
• Presenting the Solution
• Objections & Negotiations
• Securing the Deal (Closing)

4. The Sales Process
What the pieces mean
• Leads: Someone to call or talk to
• Prospecting
• Mutual Qualification
• Needs Analysis
• Presenting the Solution
• Objections & Negotiations
• Securing the Deal (Closing)

5. The Sales Process
What the pieces mean
• Leads
• Prospecting: Asking for a sales conversation
• Mutual Qualification
• Needs Analysis
• Presenting the Solution
• Objections & Negotiations
• Securing the Deal (Closing)

6. The Sales Process
What the pieces mean
• Leads
• Prospecting
• Mutual Qualification: Should we be here?
• Needs Analysis
• Presenting the Solution
• Objections & Negotiations
• Securing the Deal (Closing)

7. The Sales Process
What the pieces mean
• Leads
• Prospecting
• Mutual Qualification
• Needs Analysis: What they need/want
• Presenting the Solution
• Objections & Negotiations
• Securing the Deal (Closing)

8. The Sales Process
What the pieces mean
• Leads
• Prospecting
• Mutual Qualification
• Needs Analysis
• Presenting the Solution: What & how much?
• Objections & Negotiations
• Securing the Deal (Closing)

9. The Sales Process
What the pieces mean
• Leads
• Prospecting
• Mutual Qualification
• Needs Analysis
• Presenting the Solution
• Objections & Negotiations: Reply to “no”
• Securing the Deal (Closing)

10. The Sales Process
What the pieces mean
• Leads
• Prospecting
• Mutual Qualification
• Needs Analysis
• Presenting the Solution
• Objections & Negotiations
• Securing the Deal (Closing): Getting to “Yes”

11. The Sales Process
Why it matters
• Leads
• Prospecting
} Do this stuff well
And get a lot of these
• Mutual Qualification
• Needs Analysis
} Do this stuff well
And these are easy
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• Presenting the Solution
• Objections & Negotiations
• Securing the Deal (Closing)
For more information on the sales process, please follow this link:
http://davidmasover.com/blog/2012/04/an-overview-of-the-steps-of-the-sales-process/

12. Pieces of The Sales Process
Exercise Overview
• Each section of the sales process that follows will be followed by an
exercise section to be completed on a separate document
• For the exercises, consider your current sales job as a model for
customizing a sales process as you work through the exercises
• Start by opening a word document
• Then make a header for each part of the sales process (i.e. Leads,
Prospecting, Needs Analysis, etc.
• Fill in your answers to all of the exercises on one single document.
• If you need more information, follow the kink at the bottom of each
section
• The next slide is an example of your exercise sheet
• After the example, you will find the sections of the sales process and
the exercises that follow

13. Exercise Example
SALES PROCESS FOR: My job title
LEADS:
My Target:
Sales focused organizations in the FMCG or Hospitality industry located in Budapest.......
A Steady Flow of Leads Can Come From:
the moon bambino alabanza governor antigua ... senda actriz nuevo el rey latin tito gina diva culo
pnp fail cds son ro
I will organize my leads as follows:
the moon bambino alabanza governor antigua ... senda actriz nuevo el rey latin tito gina diva culo
pnp fail cds son ro
PROSPECTING:
The best prospecting methods for my sales effort are:
the moon bambino alabanza governor antigua ... senda actriz nuevo el rey latin tito gina diva culo
pnp fail cds son ro
Etc.

14. Pieces of The Sales Process
Leads
• Great leads start with a well defined
target
–Company size; location; industry; a specific
kind of need; revenue; etc.
• Great lead sources have a steady flow of
leads rather than a one time shot
• You will need to organize and manage
your leads for best results
For more information on Leads, please follow this link:
http://davidmasover.com/blog/2012/04/generating-leads-the-first-step-of-the-sales-process/

15. Pieces of The Sales Process
Leads - Exercise
• Define your target - what makes a great
lead?
• How can you ensure a steady flow of
leads from these lead sources?
• How will you organize and manage these
lead sources?
For more information onLeads, please follow this link:
http://davidmasover.com/blog/2012/04/generating-leads-the-first-step-of-the-sales-process/

16. Pieces of The Sales Process
Prospecting
• Prospecting is whatever you do to get
into a sales conversation with a lead
–Cold calls; Networking; LinkedIn;
• The method you choose doesn’t matter,
as long as it gets results
• The method should be proactive
• You need to make these efforts
consistently for best results
For more information on Prospecting, please follow this link:
http://davidmasover.com/blog/2012/04/prospecting-the-second-step-of-the-sales-process/

17. Pieces of The Sales Process
Prospecting - Exercise
• What are the best prospecting methods for your chosen
sales effort
• What will you do or say to prospects to get them to
engage in a sales conversation
– Write down the actual words you will say on a call, or in
a trade show booth, or in a LinkedIn message
• How much time can you spend on this activity
• When will you do this prospecting work
– Number of hours and days per week
– Which hours and which days
For more information on Prospecting, please follow this link:
http://davidmasover.com/blog/2012/04/prospecting-the-second-step-of-the-sales-process/

18. Pieces of The Sales Process
Qualifying
• The first thing to do once in a sales
conversation is to qualify the prospect
• To qualify is to discover why the prospect is
both able to buy and likely to buy
• Selling to unqualified prospects is a losing
game
• You should not get into needs analysis or
propose a solution to an un-qualified prospect
- EVER!
For more information on Qualifying, please follow this link:
http://davidmasover.com/blog/2012/04/qualification-the-third-step-of-the-sales-process/

19. Pieces of The Sales Process
Qualifying - Exercise
• What do you need to know about a
prospect in order to consider them
qualified
–There are at least three things you need to
know
–Maybe more given your specific kind of sales
• How will you find this out
–Use as many answers as you like
For more information on Qualifying, please follow this link:
http://davidmasover.com/blog/2012/04/qualification-the-third-step-of-the-sales-process/

20. Pieces of The Sales Process
Needs Analysis
• Once a prospect is qualified, you need to
understand what it is they will spend money
on - what do they need
• You should never write a proposal until you
have a good understanding of what the
prospect needs
• You should never write a proposal until you
know how and why the decision will be made
to buy from you
For more information on Needs Analysis, please follow this link:
http://davidmasover.com/blog/2012/04/needs-analysis-the-fourth-step-of-the-sales-process/

21. Pieces of The Sales Process
Needs Analysis - Exercise
• What do you need to know from the
prospect before you make a proposal
• What can you do during the needs
analysis to ensure that you win the
business
• What philosophies, strategies or tactics
do you use to make sure that needs
analysis is successful
For more information on Needs Analysis, please follow this link:
http://davidmasover.com/blog/2012/04/needs-analysis-the-fourth-step-of-the-sales-process/

22. Pieces of The Sales Process
Proposal or Solution
• The proposal or solution is your offer
• At a minimum, it includes what you will deliver
to the prospect and a price
• It may also include other items such as
payment terms, financing, details about the
project or other relevant information
• The “format” of a proposal can be a spoken
word or a 100 page document, the purpose
and strategy is the same
For more information on Proposals, please follow this link:
http://davidmasover.com/blog/2012/04/proposing-a-solution-the-fifth-step-of-the-sales-process/

23. Pieces of The Sales Process
Proposal or Solution - Exercise
• What can you do to ensure that your proposal
is correct and complete from the perspective
of the prospect
• What information can you put into the
proposal to ensure that it will be successful
• What lessons have you learned from
proposals that you have written that were not
successful
For more information on Proposals, please follow this link:
http://davidmasover.com/blog/2012/04/proposing-a-solution-the-fifth-step-of-the-sales-process/

24. Pieces of The Sales Process
Objections
• Objections are questions, comments or concerns
that the prospect has about your proposal
• You can use techniques to address objections, but
be careful not to seem like you are using them
• The best approaches to objections include
– Addressing concerns in needs analysis so that they
don’t come up after the proposal is given
– Seeking to understand them to offer the chance to
resolve them through dialogue
For more information on Objections, please follow this link:
http://davidmasover.com/blog/2012/04/answering-objections-the-sixth-step-of-the-sales-process/

25. Pieces of The Sales Process
Objections - - Exercise
• What do you do to minimize objections
before they can even come
• What kinds of techniques do you use to
address objections
• What strategies, philosophies and tactics
do you use when addressing objections
• What kind of objections give you the most
trouble and what do you do about them
For more information on Objections, please follow this link:
http://davidmasover.com/blog/2012/04/answering-objections-the-sixth-step-of-the-sales-process/

26. Pieces of The Sales Process
Closing
• Closing is simply reaching agreement to
do business together with the prospect
• Traditional closing techniques are well
known to prospects, and usually don’t
work
• If you do all of the other steps well,
closing can be as easy as a simple
question or suggestion to move ahead
For more information on Closing, please follow this link:
http://davidmasover.com/blog/2012/04/closing-the-seventh-and-last-step-of-the-sales-process/

27. Pieces of The Sales Process
Closing - Exercise
• What have you done to close deals that
works so poorly that you never do it again
• What usually prevents a deal from closing
for you
• What do you to get a deal closed
For more information on Closing, please follow this link:
http://davidmasover.com/blog/2012/04/closing-the-seventh-and-last-step-of-the-sales-process/

28. Using Your Sales Process
• Congratulations, you now have a complete
sales process
• Follow it, and incorporate it into the system
you use to track prospects and clients
• Modify it as you go, or make a new one for
each new project
• If you are working with Top Line directly,
please e-mail your exercises and some times
we can schedule a Skype call for 1-on-1
coaching