1. Potential buyer

Prospecting is the process of finding new sources to start the sales process. It's an important part of the sales process and for most sales managers, it's part of their daily or weekly workflow. Searches are usually done on sites like LinkedIn, biznetwork or Quora. You can also get information from current customers who may be interested in your products and services.

2. Connection

The connection phase of the sales process is when reps connect with first-tier contacts to gather information. The second part of this step is to evaluate the new ideas and their suitability for the business.

• What is your role in the organization?
• What do you do every day?
• What problem are you trying to solve?
• Why is this important to your business?
• What other solutions are you looking for?

3. Search for organizations

Then the research step begins. This means that the sales manager should study the customer and the organization. Research puts yourself in your customer's shoes and helps you offer a more customized and personalized experience, increasing your chances of successfully closing a deal. The most important part of this stage is to understand the problems and needs of each customer and make your product or service a solution. To get a holistic view of the business and its goals, you may need to talk to people in different departments within the organization. A good sales manager should understand the organization better than the employees working there.

4. Effective speech

The presentation stage is the stage where the sales manager shows the main product to potential customers. Because this step is time-consuming, it usually occurs late in the sales process and is reserved for more qualified prospects. Therefore, the linking and qualification step is very important. Each presentation is tailored to the customer's unique use cases and pain points. In addition, when a potential customer discusses their work with the company, they can bring the product manager along with them to present all the opportunities to the customer. This allows the sales manager to answer technical questions that are difficult to answer.

5. Handling objections

It is not uncommon for the customer to object to the sales manager's proposals and presentations. In fact, this is part and parcel of selling. The sales team needs to be prepared for any objections. Listening to customer objections and questions will help you better tailor your product to your customers' needs. When conducting research and preparing a presentation, the seller should anticipate possible risks.

6. Close the sale

This stage is one of the last stages of sales. This varies from company to company and may include submitting quotes or proposals, negotiating, or leading decision makers to buy. Closing the sale is something every sales manager wants to achieve. This should lead to mutually beneficial and contractual results between the sales manager and the buyer.

7. Planning and follow-up sales

Closing the sale is the ultimate goal of the salesperson, but it doesn't mean that the salesperson is no longer working with customers. In addition to ensuring that the customer receives their purchase, the sales manager must play a key role in onboarding the customer to the system and transitioning the customer to the customer success team. The final step in the sales process is customer engagement and value reinforcement. This will allow you to increase sales, cross-sell, and find a reliable next potential customer from satisfied customers.