Three Stages to Sales Process

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Love & Negotiation
Love & Negotiation (Photo credit: Wikipedia)

Three Stages to Sales Process:

‘via Blog this’

In the simplest terms, there are three stages to any sales process. The bigger the deal gets the more complex becomes each stage, probably breaking down into sub sets. There’s plenty of comment on the different aspects of each stage in this blog but the headline stages are:

  • 1 – Qualification
  • 2 – Collaboration
  • 3 – Negotiation
We could explain how these stages apply in the simplest of sales interactions, but:
To put a lighter touch to a dry subject :-) it seems to me Selling is quite like Sex.
Two, or more (?) people go through this sort of mating ritual trying to figure out if and where, there’s a deal and, if so, will it cause them a problem.
The conversation starts with Qualification – is this going anywhere, or is it a flirt. Each asks why is the other interested.
The next stage is Collaboration – working together to find out how it will work for both parties.
And finally Negotiation – we’ve figured out the Why and the How. Lets talk about the Rules.
Tongue in cheek? Well yes – a little. But you’ll probably get the point.
Selling is about us finding a way of doing things together, which achieves our individual objectives with a level of risk each can accommodate.
Apart from selling and sex what else does it sound like?

Republished with author's permission from original post.

Steven Reeves
Consultant, author, software entrepreneur, business development professional, aspiring saxophonist, busy publishing insight and ideas. Boomer turned Zoomer - thirty year sales professional with experience selling everything from debt collection to outsourcing and milking machines to mainframes. Blogger at Successful Sales Management. Head cook and bottle washer at Front Office Box.

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