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The Sales Cycle Ankit Gupta

The Sales Cycle Ankit Gupta. What is a sales funnel?. Database. Telephone book !!. Prospect List. Prospects met/contacted. Project Owner Identified & Contacted. Opportunity. Decision Making Process Confirmed. Suspect. Sales Opportunity Funnel. Need to buy confirmed. Qualified.

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The Sales Cycle Ankit Gupta

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  1. The Sales Cycle Ankit Gupta

  2. What is a sales funnel? Database Telephone book !! Prospect List Prospects met/contacted Project Owner Identified & Contacted Opportunity Decision Making Process Confirmed Suspect Sales Opportunity Funnel Need to buy confirmed Qualified Formal Proposal Presented Proposal Commitment from Key Decision Maker Acceptance Terms Negotiated Closed Order!

  3. Sales funnel and marketing

  4. A typical sales Cycle? Establish Contact Negotiation / Closing Need Analysis Tech. Discussion Demo. / Proposal

  5. Outcome of a sales call Every call has an outcome Sales Advance Deferral Disqualify • Comeback • Wrong contact • Bad timing • No action • Referral • P.O. • Customer Commitment • You walk

  6. Best practices to maximize sales Always prepare for a call (Do your homework) Go with a positive frame of mind & Never fear rejection Go with an appointment where possible Honor commitments and be honest Follow-up like there is no tomorrow (“out of sight … out of mind”) Make as many calls as possible in a day…week…month Meet the right “M A N” & Ask for the order Seek market feedback and competitor information

  7. And a few worst practices… ASSUME…..Not ask & clarify! Over commit Over sell Lose customer focus Giving up Underestimate the customer / competition

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