The Sales Process - a Summary of the 9 Step Selling Process

The video tutorial outlines a nine-step sales process, starting from prospecting to after-sales care. It emphasizes the importance of following a structured approach to ensure effectiveness and predictability in sales. The process includes steps like rapport building, diagnosing needs, presenting solutions, handling objections, and maintaining customer relationships post-sale.

What is the primary goal of the prospecting step in the sales process?

• To handle objections

• To close the sale immediately

• To deliver the product

• To find potential customers

During the pre-sales step, what is the first action a salesperson should take?

• Deliver the product

• Qualify the prospects

• Handle objections

• Build rapport

In the sales meeting process, what is the purpose of the rapport-building step?

• To finalize the sale

• To establish a human connection

• To present solutions

• To handle objections

What is the main focus of the diagnosing step in the sales process?

• Understanding the prospect's needs

• Handling objections

• Delivering the product

• Closing the sale

What is the key activity in the presenting solutions step?

• Securing payment

• Qualifying prospects

• Building rapport

• Matching solutions to prospect needs

How should a salesperson handle objections during the sales process?

• Postpone them until after the sale

• Avoid discussing them

• Invite and address them effectively

• Ignore them

What is the final step in the sales process after closing the sale?

• Delivering the product

• Handling objections

• Building rapport

• Cultivating the customer relationship