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The 7 Step Sales Process

The 7 Step Sales Process

The Origin of the Sales Process

While the business of selling goods and services has been around for thousands of years, it is important to note the history of the sales process.

It is thought that the first structured sales process was developed by John Henry Patterson, of National Manufacturing Company (later National Cash Register, or NCR) in Dayton, Ohio. He applied his philosophy on developing “scientific” methods and procedures that led to great efficiency in manufacturing to other aspects of the business such as sales.

By the late 20th century, Patterson had developed a huge sales force motivated by sales quotas and complete with territories. Patterson organized and created the first sales training event in 1884, and established the first sales training school in 1893. He taught a very simple sales philosophy which is still used to this day and is the underlying framework for the Seven Step Sales Process:

  1. Identify the customer’s problems
  2. Develop a specific value proposition
  3. Demonstrate how the solution will fit
  4. Ask for the order

 The 7 Step Process For IT Sales

You can utilize the Seven Step Sales Process to effectively sell IT Solutions to your prospects and customers. The Seven Step Sales process is a step by step methodology to ensure consistency and predictability in selling a product or service. The Seven Steps are:

  1. Preparation
  2. Warm-Up
  3. Qualifying
  4. Presentation
  5. Overcoming Objections
  6. Closing
  7. Follow-Up

Each step in the process is equal in its importance to increasing the odds of earning a prospect’s business.

When the steps are executed out of order or not followed through correctly, the prospect can feel pressured or uncomfortable with making a commitment. For example, a prospect will not buy a product or service (Close) and certainly not continue to buy (Follow-Up) without first knowing how that solution or service will provide value (Objection).

Most objections are simply misunderstandings or a lack of information which may be the result of and improperly conducted customer meeting or demonstration (Presentation). It is very difficult to present value without first understanding and uncovering what pains the customer is facing and whether or not the proposed solution will make sense for them (Qualifying).

It is impossible to get answers to some of the tough questions asked during the needs development or qualifying phase of the process without first developing rapport and credibility (Warm-Up). The most successful first impressions/warm-ups are developed from understanding and forecasting what the prospect might need in advance (Preparation).

A successful sales process for IT Solutions provides the framework for continuous improvement and growth. While simply executing the steps of the sales process will not ensure success, it will allow for more consistent results and the ability to forecast growth and scalability.

The Seven Step Sales Process works more effectively when combined with the consistent practice of sales skills through role-playing each phase of a sales engagement. Sales professionals who practice regularly are more able to navigate a customer from introduction all the way through earning commitment by reducing risk and positioning their value proposition according to prospects’ or customers’ specific needs.


 

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Posted in: Sales, Sales & Marketing

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MSPU Join Our Last Day of Live Streaming Boot Camp Sales and Cloud Training Friday! – Review

LAST DAY OF LIVE STREAMING FRIDAY! Join us for our Charlotte, NC IT Business Improvement and Transformation Boot Camp Virtually! Simply click here to attend!

Watch From Your IPhone, IPad, Tablet or Smartphone!

You’ll need to log in with your MSP University or SPC International credentials, or create a Free Basic Membership to view live!

 

CLICK HERE FOR OUR INTERACTIVE BOOT CAMP TRAINING AGENDA!

Here is Friday’s Live Streaming Schedule (all times are Eastern Daylight Time): 

Click here for Video MSPU Reviews from Boot Camp Attendees!

Cloud Track Friday, 10/12/2012:

  • 7:00AM EDT “Train Your Sales Professionals and Sales Engineers to Close More Sales Faster as a Team”
  • 7:30AM EDT “How to Conduct and Internal SWOT Analysis and Develop Your Strategic Business Improvement Plan
  • 8:00AM EDT “Effectively Training and Developing Your Staff to Achieve Increased Performance, Capabilities and Efficiencies”
  • 8:40AM EDT “Cloud Services Breakdown and History of VDI”
  • 9:10AM EDT “Calculating Total Cost of Ownership of Traditional On-Premise Desktops vs VDI”
  • 9:40AM EDT “Hosting Managed Desktops”
  • 10:20AM EDT “What to Look For in a Cloud Partner Program”
  • 10:50AM EDT “How to Migrate to Hosted VDI”
  • 11:20AM EDT “Putting it All Together – Why ThinkGrid?”
  • 1:00PM EDT “How to Sell Cloud Voice to Your Customer Base and Increase Annuity Revenues with Cloud Communications”
  • 1:30PM EDT “Partnering Considerations: Use Master Agents or Go Direct?”
  • 2:00PM EDT “Deploying Telecom Cloud Solutions to Existing Clients
  • 2:30PM EDT “Cloud Partnership Rules of Engagement

 See you in Charlotte…Virtually!

For Managed Services Training visit MSP University at http://www.mspu.us.

Posted in: Boot Camps, General Business, Marketing, Operations, Sales, Sales & Marketing, Secrets to improving an I.T. Services Practice, Service Delivery

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