The most important step in the sales process is not the closing
The close is the least important step. It is not because it is the last step in the conquering quest of your customer that it is the most important.
As you have been working to the close since the first introduction or contact all steps are important.
The sales process
Before you close you need to start with:
- Understanding the needs
- Qualifying the lead
Throughout the entire sales process you need to:
- Prove of being knowledgeable
- Find the need or demand
- Qualify as a vendor
- Estimate their budget
- Learn about their time frame
- Propose the best suiting solution
- Give the price quote adjusted to their needs an budget
- Get their trust
- Build a relationship
- Convince them of having confidence in your company
The closing
The close is just the last step, of course before the shipping or delivery and getting paid.
Probably getting paid is the most important step as without a payment any deal is a big loss.
Lead management
If all other steps are well planned and are managed and followed-up the closing of the deal becomes a higher likelihood and receives a higher probability.
Once the deal is signed the tension and nervousness decreases instantly.
This is why we find the closing the most important step as our emotion changes after wards.
As a salesman your goal is not the closing, it is earning money for the company.
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