Over the years there has been so much devoted to this subject and many have claimed to have the solution for salespeople one way or the other. A search on Google for “The Sales Process” will provide 100 million results. The question is well debated and there are many who believe they have the answer to help Salespeople improve their results. The question for many is to decide what comes first and to how best to but the sales process into action.

Prospecting

Zig Ziglar has said and it is what I believe is that prospecting is the most important step in the sales process. Without customers and clients being interested in your product or service can the selling opportunity be unlocked and the sale made. Quite often the role of attracting new clients is left to the business or organisation that through their advertising and promotion generate prospects. However no matter what you are selling it needs to be remembered as a salesperson your future success is dependent on continually finding new customers and understanding the value of repeat and referral business.

Planning

Effective prospecting comes from good planning and is the insurance policy that gives you the best possible opportunity to achieve your objectives and make your life as a salesperson a fulfilling one. All planning needs to have the single objective of creating a selling opportunity. Prospecting has to be targeted to your market and to those who can make the decisions. Time is valuable and it is through well planed prospecting the percentage of sales opportunities can be maximised to enhance results.

The Steps of the Sale

Many of the comments made about the sales process are confused with the steps of the sale. In the wider view of the process it is only when the salesperson can deliver their presentation can this important part of the sales process take place.

From initially gaining the prospect’s attention and arousing their interest in your proposal your sales presentation needs to create the desire to buy – enabling you to close the sale. Things don’t just happen. What you will be saying, showing and demonstrating at your first meeting is going to either develop your relationship with the prospect or suggest to them they should talk to another salesperson before making a decision.

From Prospecting to Closing

The selling process needs to be looked overall as success will only come from learning and applying the whole process. Prospecting that does not result in a sale is in effectual and can only be successful if the salesperson has mastered the complete range of skills. Your selling skills are the important tools needed in maintaining a satisfying and rewarding career in selling. These skills are directly related to whether you win or lose the sale as they involve the delivery of your proposal to a prospect. Effective prospecting will give you a long term career in sales but you need to understand and appreciate you must be the whole package to achieve the results you desire.