Sales Cycle Checklist

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1. Prospecting:

• Using a wide spectrum of sources for locating prospective customers (a bulk generation of sales leads and capturing them into corporate database);
• Research on each sales lead prior to approaching this person (learn something essential about the person and their business before contacting them);
• Trying to reach necessary executives persistently (they seem to be always out or busy);
• Setting the goals for each sales call, as well as follow-up actions if it is successful or not;

2. Building Conversation:

• Structuring a dialog (a greeting phrase, introducing yourself and your company, etc);
• Choosing the right phrases to develop and hold the conversation (to know more on this please see our Sales Call Checklist);
• Identifying a person whom you are speaking with;
• Addressing the right person (whom it makes sense to speak with);
• Making your business offer and learning the prospect’s reaction;
• Listening to the prospect more than speaking yourself (in ideal you need to spent 80 percent of your call time listening to the customer and only 20 percent talking yourself);

3. Qualifying:

• Learning what challenges and situation the prospect faces during the current period of time;
• Learning their specific needs and current solution or supplier;
• Explaining how your offer can cover their needs in current situation;
• Learning the prospect’s interest and capability to acquire your product;
• Learning who is involved into decision-making process, and what procedure they have for considering a new vendor;
• Making adjustments to your sales offer on-the-fly if required;

4. Surveying:

• Learning why they are not satisfied with current solution or supplier;
• Learning what they would like to know in order to support their decision on buying;
• Learning what outstanding features of a proposed product will make them buy for sure;
• Using open-ended questions to help the client to come up with the right conclusions;
• Studying more about their company, about their working processes and anything helpful for the sale;
• Scheduling a meeting (presentation) with the customer to develop his or her knowledge about the product or service you are offering; 

5. Handling Objections:

• Studying objections and handling them professionally;
• Neutralizing objections by providing additional information;
• Neutralizing objections by delivering effective solutions;
• Neutralizing objections by rephrasing your offer;

6. Presentation:

• Preparing for the customer visit (please study this Customer Visit Checklist for more info);
• Building the presentation around the prospect’s needs and benefits important to him/her;
• Using professional terminology only where understandable to the prospect;
• Responding to the questions and objections;

7. Closing:

• Making sure the customer has enough of information to make the right decision;
• Supporting the customer’s decision-making with frequent calls, contacts and prompt reaction to newly arising objections;
• Accelerating the decision-making by offering additional benefits;
• Conducting final negotiations and closing them with an agreement;
• Getting the commercial formalities closed (contracting and receiving payments);

8. Customer Maintenance:

• Follow-up support (seek more...

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