{"id":710,"date":"2018-07-19T20:31:00","date_gmt":"2023-09-04T20:31:39","guid":{"rendered":"https:\/\/www.salesforce.com\/?p=710"},"modified":"2023-11-04T17:06:50","modified_gmt":"2023-11-04T17:06:50","slug":"sales-process-beginners-guide","status":"publish","type":"post","link":"https:\/\/www.salesforce.com\/eu\/blog\/sales-process-beginners-guide\/","title":{"rendered":"A Beginner\u2019s Guide to the 7 Steps of the Sales Process"},"content":{"rendered":"\n<p>The sales process from prospect to close is often full of uphill climbs, twisting paths, and unexpected turns. Salesforce sales teams navigate these obstacles daily, which is why we asked them what steps they take to turn their prospects into brand advocates. We turned these tips into an infographic, <a adhocenable=\"false\" href=\"https:\/\/www.salesforce.com\/uk\/form\/pdf\/navigating-the-sales-process\/?nc=7010M000002MlUZ\" target=\"_blank\" rel=\"noopener\">e-book<\/a> and blog series to help sales teams do the same.<\/p>\n\n\n\n<p>Over the next several weeks on the blog, we\u2019ll charter a path through the entire sales process, using insights from our sales teams as the compass. We\u2019ll dig into how to identify <a adhocenable=\"false\" href=\"https:\/\/www.salesforce.com\/uk\/blog\/2018\/10\/how-to-assess-sales-prospect-needs\">customer pain points<\/a>, demonstrate the <a adhocenable=\"false\" href=\"https:\/\/www.salesforce.com\/uk\/blog\/2018\/08\/guide-to-sales-objection-handling\">value of your business<\/a> in a pitch, tactfully <a adhocenable=\"false\" href=\"https:\/\/www.salesforce.com\/uk\/blog\/2018\/11\/art-of-contract-negotiation.html\">negotiate the contract<\/a>, and much more.<\/p>\n\n\n\n<p>Your journey through the sales process starts here.<\/p>\n\n\n\n<div class=\"layout-six wp-block-salesforce-blog-offer\">\n\t<div class=\"wp-block-offer__wrapper\">\n\n\t\t<div class=\"wp-block-offer__content\">\n\t\t\t<h2 class=\"wp-block-offer__title\"><span>Get fresh insights from 7,700 sales professionals. <\/span> <\/h2>\n\t\t\t\t\t\t\t<p class=\"wp-block-offer__description\">Dig into our latest report to learn how sales professionals are driving productivity and efficiency.<\/p>\n\t\t\t\n\t\t\t\n\t\t\t\t\t\t\t<div class=\"wp-block-button\">\n\t\t\t\t\t<a class=\"wp-block-button__link\" target=\"_blank\" href=\"https:\/\/www.salesforce.com\/uk\/resources\/research-reports\/state-of-sales\/?nc=7013y000002VCz7AAG\">Get the Report<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\n\t\t<div class=\"wp-block-offer__media\">\n\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"798\" height=\"432\" src=\"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/uploads\/sites\/14\/2018\/08\/state-of-sales.png\" class=\"attachment-full size-full\" alt=\"State of Sales report\" srcset=\"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/uploads\/sites\/14\/2018\/08\/state-of-sales.png 798w, https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/uploads\/sites\/14\/2018\/08\/state-of-sales.png?w=300&amp;h=162 300w, https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/uploads\/sites\/14\/2018\/08\/state-of-sales.png?w=768&amp;h=416 768w, https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/uploads\/sites\/14\/2018\/08\/state-of-sales.png?w=150&amp;h=81 150w\" sizes=\"auto, (max-width: 798px) 100vw, 798px\" \/>\t\t<\/div>\n\t<\/div>\n\n\t\n\t<\/div>\n\n\n\n<p>The sales process from prospect to close is often full of uphill climbs, twisting paths, and unexpected turns. Salesforce sales teams navigate these obstacles daily, which is why we asked them what steps they take to turn their prospects into brand advocates. We turned these tips into an infographic, <a href=\"https:\/\/www.salesforce.com\/uk\/form\/pdf\/navigating-the-sales-process\/?nc=7010M000002MlUZ\">e-book<\/a> and blog series to help sales teams do the same.<\/p>\n\n\n\n<p>Over the next several weeks on the blog, we\u2019ll charter a path through the entire sales process, using insights from our sales teams as the compass. We\u2019ll dig into how to identify <a href=\"https:\/\/www.salesforce.com\/uk\/blog\/2018\/10\/how-to-assess-sales-prospect-needs\">customer pain points<\/a>, demonstrate the <a href=\"https:\/\/www.salesforce.com\/uk\/blog\/2018\/08\/guide-to-sales-objection-handling\">value of your business<\/a> in a pitch, tactfully <a href=\"https:\/\/www.salesforce.com\/uk\/blog\/2018\/11\/art-of-contract-negotiation.html\">negotiate the contract<\/a>, and much more.<\/p>\n\n\n\n<p>Your journey through the sales process starts here.<\/p>\n\n\n\n<p>The sales process from prospect to close is often full of uphill climbs, twisting paths, and unexpected turns. Salesforce sales teams navigate these obstacles daily, which is why we asked them what steps they take to turn their prospects into brand advocates. We turned these tips into an infographic, <a href=\"https:\/\/www.salesforce.com\/uk\/form\/pdf\/navigating-the-sales-process\/?nc=7010M000002MlUZ\">e-book<\/a> and blog series to help sales teams do the same.<\/p>\n\n\n\n<p>Over the next several weeks on the blog, we\u2019ll charter a path through the entire sales process, using insights from our sales teams as the compass. We\u2019ll dig into how to identify <a href=\"https:\/\/www.salesforce.com\/uk\/blog\/2018\/10\/how-to-assess-sales-prospect-needs\">customer pain points<\/a>, demonstrate the <a href=\"https:\/\/www.salesforce.com\/uk\/blog\/2018\/08\/guide-to-sales-objection-handling\">value of your business<\/a> in a pitch, tactfully <a href=\"https:\/\/www.salesforce.com\/uk\/blog\/2018\/11\/art-of-contract-negotiation.html\">negotiate the contract<\/a>, and much more.<\/p>\n\n\n\n<p>Your journey through the sales process starts here.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-stage-1-contact-leads\">Stage 1: Contact Leads<\/h2>\n\n\n\n<p><b>TOP TIP: Build Trust at the Start<\/b><\/p>\n\n\n\n<p><a href=\"https:\/\/www.salesforce.com\/uk\/form\/pdf\/state-of-sales-3rd-edition\/\">78% of business buyers in the UK<\/a> seek salespeople who act as trusted advisors. Before you start your sales journey, prepare to walk a mile in your prospect\u2019s shoes. Do your research\u2014make sure you understand your prospect&#8217;s pain points, their business model, and the future challenges they may face.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<figure data-wp-context=\"{&quot;imageId&quot;:&quot;69d358623d8f1&quot;}\" data-wp-interactive=\"core\/image\" data-wp-key=\"69d358623d8f1\" class=\"wp-block-image aligncenter is-resized wp-lightbox-container\"><img decoding=\"async\" data-wp-class--hide=\"state.isContentHidden\" data-wp-class--show=\"state.isContentVisible\" data-wp-init=\"callbacks.setButtonStyles\" data-wp-on--click=\"actions.showLightbox\" data-wp-on--load=\"callbacks.setButtonStyles\" data-wp-on-window--resize=\"callbacks.setButtonStyles\" src=\"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/uploads\/sites\/14\/2023\/09\/IMAGE1.jpg?strip=all&#038;quality=95\" alt=\"\" style=\"aspect-ratio:3.36734693877551;width:465px;height:auto\"\/><button\n\t\t\tclass=\"lightbox-trigger\"\n\t\t\ttype=\"button\"\n\t\t\taria-haspopup=\"dialog\"\n\t\t\taria-label=\"Enlarge\"\n\t\t\tdata-wp-init=\"callbacks.initTriggerButton\"\n\t\t\tdata-wp-on--click=\"actions.showLightbox\"\n\t\t\tdata-wp-style--right=\"state.imageButtonRight\"\n\t\t\tdata-wp-style--top=\"state.imageButtonTop\"\n\t\t>\n\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"12\" height=\"12\" fill=\"none\" viewBox=\"0 0 12 12\">\n\t\t\t\t<path fill=\"#fff\" d=\"M2 0a2 2 0 0 0-2 2v2h1.5V2a.5.5 0 0 1 .5-.5h2V0H2Zm2 10.5H2a.5.5 0 0 1-.5-.5V8H0v2a2 2 0 0 0 2 2h2v-1.5ZM8 12v-1.5h2a.5.5 0 0 0 .5-.5V8H12v2a2 2 0 0 1-2 2H8Zm2-12a2 2 0 0 1 2 2v2h-1.5V2a.5.5 0 0 0-.5-.5H8V0h2Z\" \/>\n\t\t\t<\/svg>\n\t\t<\/button><\/figure>\n\n\n\n<p><\/p>\n\n\n\n<p>Add value where you can by educating your prospects \u2014they may know nothing about your business or the landscape you work in. Show them where there is a gap that you can fill. This is the foundation that you can use to build your vision and show how you can work together.<\/p>\n\n\n\n<p><b>In this e-book chapter, we also address:<\/b><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><span style=\"color: var(--c-nero); font-family: var(--f-secondary); font-size: 1rem; letter-spacing: 0.0012em;\">How to start the conversation \u2014 ask questions, build on previous experiences<\/span> <\/li>\n\n\n\n<li><span style=\"color: var(--c-nero); font-family: var(--f-secondary); font-size: 1rem; letter-spacing: 0.0012em;\">How to use inbound marketing to control your costs and target the right prospects<\/span> <\/li>\n\n\n\n<li><span style=\"color: var(--c-nero); font-family: var(--f-secondary); font-size: 1rem; letter-spacing: 0.0012em;\">How to leverage your network and build partnerships to strengthen your offering<\/span> <\/li>\n\n\n\n<li><span style=\"color: var(--c-nero); font-family: var(--f-secondary); font-size: 1rem; letter-spacing: 0.0012em;\">Build on previous success through referrals from customer advocates<\/span> <\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-stage-2-qualify-leads\">Stage 2: Qualify Leads<\/h2>\n\n\n\n<p><b>TOP TIP: Let Leads Do the Talking<\/b><\/p>\n\n\n\n<p>78% of salespeople said that <a href=\"https:\/\/www.salesforce.com\/uk\/form\/pdf\/state-of-sales-3rd-edition\/\">listening had a substantial impact<\/a> on converting a prospect into a customer. Before diving straight into who you are and what you do, ask them if they\u2019d like to tell you what they need, what\u2019s important to them, and what they want to get from the conversation. It sets a powerful precedent.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<figure data-wp-context=\"{&quot;imageId&quot;:&quot;69d358623e5e4&quot;}\" data-wp-interactive=\"core\/image\" data-wp-key=\"69d358623e5e4\" class=\"wp-block-image aligncenter is-resized wp-lightbox-container\"><img decoding=\"async\" data-wp-class--hide=\"state.isContentHidden\" data-wp-class--show=\"state.isContentVisible\" data-wp-init=\"callbacks.setButtonStyles\" data-wp-on--click=\"actions.showLightbox\" data-wp-on--load=\"callbacks.setButtonStyles\" data-wp-on-window--resize=\"callbacks.setButtonStyles\" src=\"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/uploads\/sites\/14\/2023\/09\/IMAGE2.jpg?strip=all&#038;quality=95\" alt=\"\" style=\"aspect-ratio:3.767123287671233;width:490px;height:auto\"\/><button\n\t\t\tclass=\"lightbox-trigger\"\n\t\t\ttype=\"button\"\n\t\t\taria-haspopup=\"dialog\"\n\t\t\taria-label=\"Enlarge\"\n\t\t\tdata-wp-init=\"callbacks.initTriggerButton\"\n\t\t\tdata-wp-on--click=\"actions.showLightbox\"\n\t\t\tdata-wp-style--right=\"state.imageButtonRight\"\n\t\t\tdata-wp-style--top=\"state.imageButtonTop\"\n\t\t>\n\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"12\" height=\"12\" fill=\"none\" viewBox=\"0 0 12 12\">\n\t\t\t\t<path fill=\"#fff\" d=\"M2 0a2 2 0 0 0-2 2v2h1.5V2a.5.5 0 0 1 .5-.5h2V0H2Zm2 10.5H2a.5.5 0 0 1-.5-.5V8H0v2a2 2 0 0 0 2 2h2v-1.5ZM8 12v-1.5h2a.5.5 0 0 0 .5-.5V8H12v2a2 2 0 0 1-2 2H8Zm2-12a2 2 0 0 1 2 2v2h-1.5V2a.5.5 0 0 0-.5-.5H8V0h2Z\" \/>\n\t\t\t<\/svg>\n\t\t<\/button><\/figure>\n\n\n\n<p><\/p>\n\n\n\n<p><b>Download the e-book to learn more in this chapter about how to:<\/b><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><span style=\"color: var(--c-nero); font-family: var(--f-secondary); font-size: 1rem; letter-spacing: 0.0012em;\">Qualify leads with a customer-centric approach<\/span> <\/li>\n\n\n\n<li><span style=\"color: var(--c-nero); font-family: var(--f-secondary); font-size: 1rem; letter-spacing: 0.0012em;\">Listen and learn as much about them as you can<\/span> <\/li>\n\n\n\n<li><span style=\"color: var(--c-nero); font-family: var(--f-secondary); font-size: 1rem; letter-spacing: 0.0012em;\">Utilise the skills of your team to qualify and evaluate a lead<\/span> <\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-stage-3-provide-value\">Stage 3: Provide Value<\/h2>\n\n\n\n<p><b>TOP TIP: Validate the Benefits &amp; Value You Have to Offer<\/b><\/p>\n\n\n\n<p>It\u2019s been a bit of a trek, but at last, you\u2019ve made it to the pitch. Rather than give you tips about building a deck and power posing, we\u2019re keeping it simple: show them in your presentation *specifically* how you and your company can add value and work together to achieve their goals.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<figure data-wp-context=\"{&quot;imageId&quot;:&quot;69d358623f065&quot;}\" data-wp-interactive=\"core\/image\" data-wp-key=\"69d358623f065\" class=\"wp-block-image aligncenter is-resized wp-lightbox-container\"><img decoding=\"async\" data-wp-class--hide=\"state.isContentHidden\" data-wp-class--show=\"state.isContentVisible\" data-wp-init=\"callbacks.setButtonStyles\" data-wp-on--click=\"actions.showLightbox\" data-wp-on--load=\"callbacks.setButtonStyles\" data-wp-on-window--resize=\"callbacks.setButtonStyles\" src=\"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/uploads\/sites\/14\/2023\/09\/IMAGE3.jpg?strip=all&#038;quality=95\" alt=\"\" style=\"aspect-ratio:2.942857142857143;width:527px;height:auto\"\/><button\n\t\t\tclass=\"lightbox-trigger\"\n\t\t\ttype=\"button\"\n\t\t\taria-haspopup=\"dialog\"\n\t\t\taria-label=\"Enlarge\"\n\t\t\tdata-wp-init=\"callbacks.initTriggerButton\"\n\t\t\tdata-wp-on--click=\"actions.showLightbox\"\n\t\t\tdata-wp-style--right=\"state.imageButtonRight\"\n\t\t\tdata-wp-style--top=\"state.imageButtonTop\"\n\t\t>\n\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"12\" height=\"12\" fill=\"none\" viewBox=\"0 0 12 12\">\n\t\t\t\t<path fill=\"#fff\" d=\"M2 0a2 2 0 0 0-2 2v2h1.5V2a.5.5 0 0 1 .5-.5h2V0H2Zm2 10.5H2a.5.5 0 0 1-.5-.5V8H0v2a2 2 0 0 0 2 2h2v-1.5ZM8 12v-1.5h2a.5.5 0 0 0 .5-.5V8H12v2a2 2 0 0 1-2 2H8Zm2-12a2 2 0 0 1 2 2v2h-1.5V2a.5.5 0 0 0-.5-.5H8V0h2Z\" \/>\n\t\t\t<\/svg>\n\t\t<\/button><\/figure>\n\n\n\n<p><\/p>\n\n\n\n<p>This means utilising the power of your team. Dig into the data, pull out successful content like case studies or testimonials, and show them not only that you can fit into their vision, but that they fit into yours.<\/p>\n\n\n\n<p><b>Download the e-book to learn more in this chapter about how to:<\/b><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><span style=\"color: var(--c-nero); font-family: var(--f-secondary); font-size: 1rem; letter-spacing: 0.0012em;\">Focus on their needs and problems they want to solve.<\/span> <\/li>\n\n\n\n<li><span style=\"color: var(--c-nero); font-family: var(--f-secondary); font-size: 1rem; letter-spacing: 0.0012em;\">Speak the same language as your prospect<\/span> <\/li>\n\n\n\n<li><span style=\"color: var(--c-nero); font-family: var(--f-secondary); font-size: 1rem; letter-spacing: 0.0012em;\">Build on the education you\u2019ve already provided<\/span> <\/li>\n\n\n\n<li><span style=\"color: var(--c-nero); font-family: var(--f-secondary); font-size: 1rem; letter-spacing: 0.0012em;\">Give them a glimpse of the end goal<\/span> <\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-stage-4-handle-objections\">Stage 4: Handle Objections<\/h2>\n\n\n\n<p><b>TOP TIP: Keep the Conversation Going<\/b><\/p>\n\n\n\n<p>Top sales performers counter client objections over <a href=\"https:\/\/www.gong.io\/blog\/handling-sales-objections\/\">23% more often than average performers<\/a>. Objections are opportunities to learn more about your prospect\u2019s needs. Let them fully explain their objections and ask lots of follow-up questions so you can understand the root of the issue.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<figure data-wp-context=\"{&quot;imageId&quot;:&quot;69d358623fd61&quot;}\" data-wp-interactive=\"core\/image\" data-wp-key=\"69d358623fd61\" class=\"wp-block-image aligncenter is-resized wp-lightbox-container\"><img decoding=\"async\" data-wp-class--hide=\"state.isContentHidden\" data-wp-class--show=\"state.isContentVisible\" data-wp-init=\"callbacks.setButtonStyles\" data-wp-on--click=\"actions.showLightbox\" data-wp-on--load=\"callbacks.setButtonStyles\" data-wp-on-window--resize=\"callbacks.setButtonStyles\" src=\"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/uploads\/sites\/14\/2023\/09\/IMAGE4.jpg?strip=all&#038;quality=95\" alt=\"\" style=\"aspect-ratio:3.5106382978723403;width:488px;height:auto\"\/><button\n\t\t\tclass=\"lightbox-trigger\"\n\t\t\ttype=\"button\"\n\t\t\taria-haspopup=\"dialog\"\n\t\t\taria-label=\"Enlarge\"\n\t\t\tdata-wp-init=\"callbacks.initTriggerButton\"\n\t\t\tdata-wp-on--click=\"actions.showLightbox\"\n\t\t\tdata-wp-style--right=\"state.imageButtonRight\"\n\t\t\tdata-wp-style--top=\"state.imageButtonTop\"\n\t\t>\n\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"12\" height=\"12\" fill=\"none\" viewBox=\"0 0 12 12\">\n\t\t\t\t<path fill=\"#fff\" d=\"M2 0a2 2 0 0 0-2 2v2h1.5V2a.5.5 0 0 1 .5-.5h2V0H2Zm2 10.5H2a.5.5 0 0 1-.5-.5V8H0v2a2 2 0 0 0 2 2h2v-1.5ZM8 12v-1.5h2a.5.5 0 0 0 .5-.5V8H12v2a2 2 0 0 1-2 2H8Zm2-12a2 2 0 0 1 2 2v2h-1.5V2a.5.5 0 0 0-.5-.5H8V0h2Z\" \/>\n\t\t\t<\/svg>\n\t\t<\/button><\/figure>\n\n\n\n<p><\/p>\n\n\n\n<p>Objections are not punishments \u2013 they\u2019re information. They represent another opportunity for you to offer your leads value and solutions to their problems. You don\u2019t want anyone to climb a mountain with you if they aren\u2019t ready for it.<\/p>\n\n\n\n<p><b>Download the e-book to learn more in this chapter about how to:<\/b><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><span style=\"color: var(--c-nero); font-family: var(--f-secondary); font-size: 1rem; letter-spacing: 0.0012em;\">Identify the opportunity behind different types of objections<\/span> <\/li>\n\n\n\n<li><span style=\"color: var(--c-nero); font-family: var(--f-secondary); font-size: 1rem; letter-spacing: 0.0012em;\">Handle last-minute objections during and after a pitch<\/span> <\/li>\n\n\n\n<li><span style=\"color: var(--c-nero); font-family: var(--f-secondary); font-size: 1rem; letter-spacing: 0.0012em;\">Follow up after the dust has settled<\/span> <\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-stage-5-structure-the-deal\">Stage 5: Structure the Deal<\/h2>\n\n\n\n<p><b>TOP TIP: Use your Tools to Build a Proposal that Works for Both Parties<\/b><\/p>\n\n\n\n<p>The stage before you get a \u201cyes\u201d can be the most tricky. It\u2019s also sometimes hard to stay objective when you\u2019re crunching the numbers and crafting the proposal. Structuring a deal that makes everyone involved happy means keeping your future customers in mind while still holding your ground. That could be why configure price quote software is projected to grow 126% over the next two years.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<figure data-wp-context=\"{&quot;imageId&quot;:&quot;69d3586240d4f&quot;}\" data-wp-interactive=\"core\/image\" data-wp-key=\"69d3586240d4f\" class=\"wp-block-image aligncenter is-resized wp-lightbox-container\"><img decoding=\"async\" data-wp-class--hide=\"state.isContentHidden\" data-wp-class--show=\"state.isContentVisible\" data-wp-init=\"callbacks.setButtonStyles\" data-wp-on--click=\"actions.showLightbox\" data-wp-on--load=\"callbacks.setButtonStyles\" data-wp-on-window--resize=\"callbacks.setButtonStyles\" src=\"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/uploads\/sites\/14\/2023\/09\/IMAGE5.jpg?strip=all&#038;quality=95\" alt=\"\" style=\"aspect-ratio:3.051851851851852;width:507px;height:auto\"\/><button\n\t\t\tclass=\"lightbox-trigger\"\n\t\t\ttype=\"button\"\n\t\t\taria-haspopup=\"dialog\"\n\t\t\taria-label=\"Enlarge\"\n\t\t\tdata-wp-init=\"callbacks.initTriggerButton\"\n\t\t\tdata-wp-on--click=\"actions.showLightbox\"\n\t\t\tdata-wp-style--right=\"state.imageButtonRight\"\n\t\t\tdata-wp-style--top=\"state.imageButtonTop\"\n\t\t>\n\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"12\" height=\"12\" fill=\"none\" viewBox=\"0 0 12 12\">\n\t\t\t\t<path fill=\"#fff\" d=\"M2 0a2 2 0 0 0-2 2v2h1.5V2a.5.5 0 0 1 .5-.5h2V0H2Zm2 10.5H2a.5.5 0 0 1-.5-.5V8H0v2a2 2 0 0 0 2 2h2v-1.5ZM8 12v-1.5h2a.5.5 0 0 0 .5-.5V8H12v2a2 2 0 0 1-2 2H8Zm2-12a2 2 0 0 1 2 2v2h-1.5V2a.5.5 0 0 0-.5-.5H8V0h2Z\" \/>\n\t\t\t<\/svg>\n\t\t<\/button><\/figure>\n\n\n\n<p><\/p>\n\n\n\n<p>By now, you should know this customer has the \u201cBudget, Authority, Needs, and Timeline\u201d (BANT) needed to move ahead with your deal. Part of proving your price point is legitimate is doing your homework and being able to show your work \u2014 utilising your tools and your team to calculate a fair deal. For example, don\u2019t include extras that <a href=\"https:\/\/www.salesforce.com\/uk\/learning-centre\/sales\/upselling\/\">could be a nice upsell<\/a>, but could interfere with client success.<\/p>\n\n\n\n<p>Download the e-book to learn more in this chapter about how to:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><span style=\"color: var(--c-nero); font-family: var(--f-secondary); font-size: 1rem; letter-spacing: 0.0012em;\">Focus the discussion on value, not just cost<\/span> <\/li>\n\n\n\n<li><span style=\"color: var(--c-nero); font-family: var(--f-secondary); font-size: 1rem; letter-spacing: 0.0012em;\">Know your limits and know how much to give in a negotiation<\/span> <\/li>\n\n\n\n<li><span style=\"color: var(--c-nero); font-family: var(--f-secondary); font-size: 1rem; letter-spacing: 0.0012em;\">Show that you still have their interests in mind<\/span> <\/li>\n\n\n\n<li><span style=\"color: var(--c-nero); font-family: var(--f-secondary); font-size: 1rem; letter-spacing: 0.0012em;\">Trade rather than give away services<\/span> <\/li>\n\n\n\n<li><span style=\"color: var(--c-nero); font-family: var(--f-secondary); font-size: 1rem; letter-spacing: 0.0012em;\">Ensure everyone is ready to move forward with the deal<\/span> <\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-stage-6-finalise-the-proposal\">Stage 6: Finalise the Proposal<\/h2>\n\n\n\n<p><b>TOP TIP: Utilise all the Information You\u2019ve Gathered Along the Way<\/b><\/p>\n\n\n\n<p>It\u2019s normal for negative buyer sentiment to increase as you get closer to the end of negotiations. That\u2019s why it\u2019s important to lean on the rapport and research you\u2019ve done along the way. <\/p>\n\n\n\n<p><\/p>\n\n\n\n<figure data-wp-context=\"{&quot;imageId&quot;:&quot;69d3586241d63&quot;}\" data-wp-interactive=\"core\/image\" data-wp-key=\"69d3586241d63\" class=\"wp-block-image aligncenter is-resized wp-lightbox-container\"><img decoding=\"async\" data-wp-class--hide=\"state.isContentHidden\" data-wp-class--show=\"state.isContentVisible\" data-wp-init=\"callbacks.setButtonStyles\" data-wp-on--click=\"actions.showLightbox\" data-wp-on--load=\"callbacks.setButtonStyles\" data-wp-on-window--resize=\"callbacks.setButtonStyles\" src=\"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/uploads\/sites\/14\/2023\/09\/IMAGE6.jpg?strip=all&#038;quality=95\" alt=\"\" style=\"aspect-ratio:2.675324675324675;width:514px;height:auto\"\/><button\n\t\t\tclass=\"lightbox-trigger\"\n\t\t\ttype=\"button\"\n\t\t\taria-haspopup=\"dialog\"\n\t\t\taria-label=\"Enlarge\"\n\t\t\tdata-wp-init=\"callbacks.initTriggerButton\"\n\t\t\tdata-wp-on--click=\"actions.showLightbox\"\n\t\t\tdata-wp-style--right=\"state.imageButtonRight\"\n\t\t\tdata-wp-style--top=\"state.imageButtonTop\"\n\t\t>\n\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"12\" height=\"12\" fill=\"none\" viewBox=\"0 0 12 12\">\n\t\t\t\t<path fill=\"#fff\" d=\"M2 0a2 2 0 0 0-2 2v2h1.5V2a.5.5 0 0 1 .5-.5h2V0H2Zm2 10.5H2a.5.5 0 0 1-.5-.5V8H0v2a2 2 0 0 0 2 2h2v-1.5ZM8 12v-1.5h2a.5.5 0 0 0 .5-.5V8H12v2a2 2 0 0 1-2 2H8Zm2-12a2 2 0 0 1 2 2v2h-1.5V2a.5.5 0 0 0-.5-.5H8V0h2Z\" \/>\n\t\t\t<\/svg>\n\t\t<\/button><\/figure>\n\n\n\n<p><\/p>\n\n\n\n<p>A <a href=\"https:\/\/www.salesforce.com\/uk\/learning-centre\/crm\/what-is-crm\/\">customer relationship management system (CRM)<\/a> is extremely handy in these situations- it can help you review past conversations, promises, and pain points discussed at the beginning.<\/p>\n\n\n\n<p><b>Download the e-book to learn more in this chapter about how to:<\/b><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><span style=\"color: var(--c-nero); font-family: var(--f-secondary); font-size: 1rem; letter-spacing: 0.0012em;\">Utilise your tools to reinforce your value and what you have to offer<\/span> <\/li>\n\n\n\n<li><span style=\"color: var(--c-nero); font-family: var(--f-secondary); font-size: 1rem; letter-spacing: 0.0012em;\">Navigate the internal world of your potential customer\u2019s business<\/span> <\/li>\n\n\n\n<li><span style=\"color: var(--c-nero); font-family: var(--f-secondary); font-size: 1rem; letter-spacing: 0.0012em;\">Hold your ground or walk away if you come to an impasse<\/span> <\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-stage-7-close-and-keep-commitments\">Stage 7: Close and Keep Commitments<\/h2>\n\n\n\n<p><b>TOP TIP: A Great Hand-off is Key to Long Term Success<\/b><\/p>\n\n\n\n<p>Customer satisfaction is now the most-tracked KPI by sales teams worldwide. For good reason\u2014the bottom line of a company rests on repeat and ongoing business deals. You\u2019ve worked so hard to get this customer across the line, make sure all that time and resource doesn\u2019t go to waste. <\/p>\n\n\n\n<p><\/p>\n\n\n\n<figure data-wp-context=\"{&quot;imageId&quot;:&quot;69d3586242dca&quot;}\" data-wp-interactive=\"core\/image\" data-wp-key=\"69d3586242dca\" class=\"wp-block-image aligncenter is-resized wp-lightbox-container\"><img decoding=\"async\" data-wp-class--hide=\"state.isContentHidden\" data-wp-class--show=\"state.isContentVisible\" data-wp-init=\"callbacks.setButtonStyles\" data-wp-on--click=\"actions.showLightbox\" data-wp-on--load=\"callbacks.setButtonStyles\" data-wp-on-window--resize=\"callbacks.setButtonStyles\" src=\"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/uploads\/sites\/14\/2023\/09\/IMAGE7.jpg?strip=all&#038;quality=95\" alt=\"\" style=\"aspect-ratio:2.9676258992805757;width:534px;height:auto\"\/><button\n\t\t\tclass=\"lightbox-trigger\"\n\t\t\ttype=\"button\"\n\t\t\taria-haspopup=\"dialog\"\n\t\t\taria-label=\"Enlarge\"\n\t\t\tdata-wp-init=\"callbacks.initTriggerButton\"\n\t\t\tdata-wp-on--click=\"actions.showLightbox\"\n\t\t\tdata-wp-style--right=\"state.imageButtonRight\"\n\t\t\tdata-wp-style--top=\"state.imageButtonTop\"\n\t\t>\n\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"12\" height=\"12\" fill=\"none\" viewBox=\"0 0 12 12\">\n\t\t\t\t<path fill=\"#fff\" d=\"M2 0a2 2 0 0 0-2 2v2h1.5V2a.5.5 0 0 1 .5-.5h2V0H2Zm2 10.5H2a.5.5 0 0 1-.5-.5V8H0v2a2 2 0 0 0 2 2h2v-1.5ZM8 12v-1.5h2a.5.5 0 0 0 .5-.5V8H12v2a2 2 0 0 1-2 2H8Zm2-12a2 2 0 0 1 2 2v2h-1.5V2a.5.5 0 0 0-.5-.5H8V0h2Z\" \/>\n\t\t\t<\/svg>\n\t\t<\/button><\/figure>\n\n\n\n<p><\/p>\n\n\n\n<p>Once you close the deal and the ink has dried, make sure you set your new customer up for success. This comes down to the hand-off you provide to the new point of contact\u2014whether that\u2019s a client relationship person like an account director or a customer service team. Send along all your notes, your vision, and your customer history to make sure nothing falls between the cracks.<\/p>\n\n\n\n<p><b>Download the e-book to learn more in this chapter about how to:<\/b><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Ensure your promises are kept long after you close <\/li>\n\n\n\n<li><span style=\"color: var(--c-nero); font-family: var(--f-secondary); font-size: 1rem; letter-spacing: 0.0012em;\">Hand off a customer to a teammate<\/span> <\/li>\n\n\n\n<li><span style=\"color: var(--c-nero); font-family: var(--f-secondary); font-size: 1rem; letter-spacing: 0.0012em;\">Utilise your technology to ensure you follow through<\/span> <\/li>\n\n\n\n<li><span style=\"color: var(--c-nero); font-family: var(--f-secondary); font-size: 1rem; letter-spacing: 0.0012em;\">Meet their needs as a new customer<\/span> <\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-tips-from-the-summit\"><b>Tips from the Summit<\/b><\/h2>\n\n\n\n<p>This insight into the sales process comes straight from Salesforce\u2019s trail-blazing sales teams and thought leaders. We have created game-changing sales, marketing, and CRM solutions with an emphasis on innovation and a customer-centric approach, which means we\u2019ve got quite a bit of insight to pass on. <\/p>\n\n\n\n<p>Our aim is to provide trailblazers with the map and technology they need to build successful customer relationships and reach the summit with their new customers. See you on the trail!<\/p>\n\n\n\n<p><\/p>\n\n\n\n<figure data-wp-context=\"{&quot;imageId&quot;:&quot;69d3586243f2a&quot;}\" data-wp-interactive=\"core\/image\" data-wp-key=\"69d3586243f2a\" class=\"wp-block-image aligncenter is-resized wp-lightbox-container\"><img decoding=\"async\" data-wp-class--hide=\"state.isContentHidden\" data-wp-class--show=\"state.isContentVisible\" data-wp-init=\"callbacks.setButtonStyles\" data-wp-on--click=\"actions.showLightbox\" data-wp-on--load=\"callbacks.setButtonStyles\" data-wp-on-window--resize=\"callbacks.setButtonStyles\" src=\"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/uploads\/sites\/14\/2023\/09\/salesforce-sales-process-infographic.jpg?strip=all&#038;quality=95\" alt=\"\" style=\"aspect-ratio:0.17500875043752187;width:544px;height:auto\"\/><button\n\t\t\tclass=\"lightbox-trigger\"\n\t\t\ttype=\"button\"\n\t\t\taria-haspopup=\"dialog\"\n\t\t\taria-label=\"Enlarge\"\n\t\t\tdata-wp-init=\"callbacks.initTriggerButton\"\n\t\t\tdata-wp-on--click=\"actions.showLightbox\"\n\t\t\tdata-wp-style--right=\"state.imageButtonRight\"\n\t\t\tdata-wp-style--top=\"state.imageButtonTop\"\n\t\t>\n\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"12\" height=\"12\" fill=\"none\" viewBox=\"0 0 12 12\">\n\t\t\t\t<path fill=\"#fff\" d=\"M2 0a2 2 0 0 0-2 2v2h1.5V2a.5.5 0 0 1 .5-.5h2V0H2Zm2 10.5H2a.5.5 0 0 1-.5-.5V8H0v2a2 2 0 0 0 2 2h2v-1.5ZM8 12v-1.5h2a.5.5 0 0 0 .5-.5V8H12v2a2 2 0 0 1-2 2H8Zm2-12a2 2 0 0 1 2 2v2h-1.5V2a.5.5 0 0 0-.5-.5H8V0h2Z\" \/>\n\t\t\t<\/svg>\n\t\t<\/button><\/figure>\n","protected":false},"excerpt":{"rendered":"<p>The sales process from prospect to close is often full of unexpected turns. Here are steps to start your sales process journey.<\/p>\n","protected":false},"author":1,"featured_media":712,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"sf_justforyou_enable_alt":true,"optimizely_content_id":"89bb81c34ff442439ab42e31a53bcf71","post_meta_title":"","ai_synopsis":"","_jetpack_memberships_contains_paid_content":false,"footnotes":""},"sf_topic":[143,41,277,4,288],"sf_content_type":[],"coauthors":[16],"class_list":["post-710","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","sf_topic-analytics","sf_topic-crm","sf_topic-sales-strategy","sf_topic-sales","sf_topic-trailblazer"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.2 (Yoast SEO v27.2) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>A Beginner\u2019s Guide to the 7 Steps of the Sales Process - Salesforce<\/title>\n<meta name=\"description\" content=\"The sales process from prospect to close is often full of unexpected turns. 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