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The Essential 10-Step Sales Process

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10 STEP SALES PROCESS econnexx TM


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1. PROSPECT Define  the  target  audience  you  want  to  a2ract  and  use  channels  such   as  social  media  to  find  them.  Focus  on  the  types  of  customers  you   wish  to  a2ract.  For  example,  a  financial  adviser  can  use  advanced   search  filters  on  social  media  to  find  and  target  lawyers  within  a   specific  geographical  loca=on  and  tailor  messages  to  appeal  to  that   audience.     The  more  targeted  you  are  with  your  prospec=ng  the  more  likely  you   are  to  generate  contacts  who  fit  the  criteria  of  your  ideal  client  type.     econnexx TM


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✔ 2. QUALIFY By  gathering  answers  to  the  following  ques=ons  can  help  you  qualify   each  lead,  allowing  you  to  focus  on  those  most  likely  to  convert  to  sales.     •  Budget:  do  they  have  enough  money  to  buy  the  product?   •  Authority:  can  they  make  a  purchase  decision?   •  Need:  do  they  have  a  need  that  the  product  or  service  in  ques=on   can  fulfill   •  Timescale:  do  they  have  a  specific  =me  when  they  wish  to  make   their  purchase     econnexx TM


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3. CONNECT Connect  with  prospects  through  email,  telephone  or  face  to  face   mee=ng  to  communicate  your  value  proposi=on.  Depending  on  your   business  and  proposi=on,  email  is  typically  the  best  and  most  cost   effec=ve  form  of  communica=on  for  early  stage  prospects.   Automa=on  processes  provide  you  with  a  means  to  nurture  prospect   interest  through  the  scheduled  delivery  of  automated  emails.   econnexx TM


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4. IDENTIFY PAIN POINTS Why  would  someone  who  fits  within  your  target  client  profile  choose   to  bypass  your  product  or  service?  To  understand  why,  you  must  put   yourself  in  their  shoes,  understand  their  pain  points  and  take   preemp=ve  measures  to  address  those  pain  points.  Use  your   website,  blog  content,  videos,  or  emails  to  clarify  any  concerns  and   remove  obstacles  that  could  impact  your  sales.   econnexx TM


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5. PRESENT Show  exactly  what  you  have  to  offer  and  why  it  would  benefit  that   prospect.  Use  product  demos,  samples,  examples  or  presenta=ons.   Develop  a  process  to  present  your  service  through  the  most  suitable   media.  Whether  it  is  face  to  face  product  demonstra=ons,  videos,   booklets  or  online  demonstra=ons,  use  the  right  media  to  fit  your   proposi=on.   econnexx TM


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6. HANDLE CONCERNS To  help  address  any  doubts  the  prospect  might  have,  include  an  FAQ   sec=on  on  your  website.  Help  build  trust  and  authority  by  providing   them  with  tes=monials  and  case  studies.  For  the  prospects  who  need   more  =me,  send  them  regular  and  valuable  blog  posts  or  email   newsle2ers  to  help  keep  your  service  front  of  mind.   econnexx TM


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7. PROPOSAL When  you  understand  your  prospects  specific  needs  and  they  see   the  value  in  your  service,  draught  and  present  to  them  a  proposal   that  fits  their  requirements.     econnexx TM


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8. CLOSE Whenever  you  feel  you  have  nurtured  your  prospects  interest  and   alleviated  any  concerns,  ask  for  the  business  and  close  the  deal.     econnexx TM


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9. DELIVER The  most  important  part  of  any  transac=on  is  to  deliver  value.  By   ensuring  your  customers  receive  the  product  or  service  they  signed   up  for  is  cri=cal  for  business  longevity  and  client  sa=sfac=on.  Ensure   you  have  client  care  processes  in  place  to  promote  customer  delight.   econnexx TM


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10. UPSELL/CROSS-SELL Remain  in  contact  with  clients  through  regular  blog  distribu=on,   email  newsle2ers  or  product  updates.  Benefit  from  flawless   customer  care  processes  to  upsell  and  promote  posi=ve  word  of   mouth  and  social  referrals.   econnexx TM


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TM econnexx Find out what we do and how we can help you at: www.econnexx.com


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