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« on: February 26, 2005, 01:04: PM » |
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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.
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