Guide

The sales process

Introduction

The sales process follows a set of steps which, when completed successfully, give you the best possible opportunity of making a sale. The process will also assist you in building vital long-term customer relationships that help you to achieve regular orders. In turn, this will help to establish your business and provide funds for future growth.

This guide takes you step-by-step through the sales process, from generating new sales prospects and identifying and making contact with key decision makers to arranging the first meeting. It discusses various techniques that can be used to negotiate and close the sale, and explains the importance of following up the sale. Finally, it provides a checklist that you can use before, during and after the sales process.