A broader view of the sales cycle

The 8 steps identified in The Sales Process are not complete. There are a few additional steps:

Prospects and leads

• Identifying prospects
• Lead generation

Sales qualification

• Qualifying leads

Once prospects and leads are identified the other steps apply:

• Step 1, Research prior to the sale

Sales bidding and negotiation

• Step 2, Meet and greet
• Step 3, Discovery
• Step 4, Features and benefits
• Step 5. Making the case and presenting the solution
• Step 6, The objective is objections: dealing with resistance
• Step 7, Closing: it is OK to ask for the order

Sales follow up

• Step 8, Following up for ongoing profitability