Eubbsi: Elearning Catalogue 6 - Managing the Sales Process

Prospecting Phase – LU 34
In order to be efficient in the lead generation, sales people should first master the use of the telephone. This initial stage is sometimes seen as a pain by sales people. But this stage is often key for the success of new businesses.
They allow for better sales forecasts. Last, they allow for the reduction of the cost of sales in investing the before sale and after sale resources in the most appropriate manner.

The next stage is to qualify the sales lead to make him a sales prospect. Methodologies allow for the evaluation of business opportunities looking at the technical, political, economical and competitive aspects of the possible deal.
Qualifying a new account - LU 12
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Revealing the need of the sales prospect – LU 35
In the context of consultative selling, a key step is to reveal the needs and expectations of the sales prospect.
The sales people should demonstrate a clear capacity to listen to his sales prospect associated with a relevant questioning approach allowing for the understanding of the context and of the behaviour of the buying organisation.
This understanding will allow for the preparation of an adequate list of selling points.
Building a selling strategy at sales prospect level – LU 36
After the qualification of the sales prospect, the sales people should establish a selling strategy adapted to the context of the sales prospect.He must also anticipate the behaviour of his competitors.
Then, he must identify the members of the decision-making unit at customer’s level, understand their role, status and orientation. This will help him to adapt his selling strategy to each member.
Developing your leadership – LU 37
To ensure a good creation, implementation and follow up of efficient action plans, the salesman must manage the contribution of his colleagues and external partners within some very precise teamwork situation.
For this, he must deal with multi cultural teams, multi step teamwork. He has to influence the best contribution of colleagues at the different steps of the action plan.
Presenting the offer, negotiating, closing – LU 38
Negotiation is a day-to-day and natural situation. But because your professional performance relies heavily on your capacity to negotiate in a convenient way, you better investigate the art of negotiation! In a negotiation, your customer will be impacted by what you are, what you say, what he/she understands from what you say, by the way you will say it and by his/her state of mind when you speak. Distance and empathy are the basis for a good negotiation.

Negotiation is only one stage in the sales process. It depends on the preceding stages and shall be considered with reference to the overall sales process.
Managing a project of solution implementation – LU 39
Consultative selling is about selling complex goods and systems to customers. Implementation of these things may require long and complicated project work with the participation of inside and outside team members. The value of project-related services may be very high, implementation costs may sometimes represent 70-80% of to the total price.The salesman must provide relevant information to the client on the implementation project, must be able to sell his company’s implementation and project management skills, must understand those parts of project management and project documents which are relevant for his selling and customer caring activities.

Consultative selling is often related to radical changes in the buyer’s organization and processes. The salesman must be able to understand the essence of these transformations and give advices to the client on how to manage them. To do this he must be able to understand the rational, the emotional and the power aspects of change.

If he is involved also in implementation, as a member of the implementation team he must behave as a sales agent helping the client to design and to manage the transformation process from inside.

Building a long term partnership with my customer – LU 40

Important efforts have been made in order to acquire a new customer and get the first orders.

The question now is to retain this customer and the salesman should set actions and behave in order to allow for a long term relation with his customer.

This learning unit presents a few simple rules allowing for the development of the presence at customer level. These are not miraculous recipe but attitudes and behaviors that facilitate the relation and strengthen the link on a long term basis.

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