Most Important part of Sales Process...

[admin]

What is the most important part of the sales process a sales person needs to know ?

That really depends on the type of product being sold, the market you're going after, the complexity of your product etc...

I believe that what ever the product or market is there are 4 underlying first steps that need to be followed regardless, they are:

1- Determining the prospects Need
2- Finding out who the Decision Maker is
3- Establishing if a Budget is approved
4- Discovering what the purchasing Timeframe is

These 4 first steps above all others will determine if the prospect is worth while pursuing and if there exists a sales opportunity at all.

Once these 4 questions have been answered then the real sales process begins - convincing the prospect your service or product is the best solution for them.