*Sale process, Prospecting and Lead generation*

A sales process is a systematic approach to selling products or services from creating relationship to customers satisfaction.


Also, sales process is a repeatable steps that a sales person takes to take a prospective buyer from the early stage of awareness to close sales.


*Prospecting

Prospecting is an act of hunting, searching or looking for something of value or seeking for potential buyers for your product. It is a foundation that all sales and sales action rely on

Furthermore, it is a spirit that must be possessed by a sales person that wants to make a landmark and succeed in the job of selling.


*Lead generation

It is the process of finding people (leads) who are likely to become your customer immediately or in the future.

A lead is a person who has indirect interest in your company's product in some way, shape or form.


Often times when we talk about prospecting, sales people misuse 3 important words. They are

*Suspects
*Prospects
*and Clients


Suspects are persons yet to be qualified whether they have the need for the product. Many suspects are indecisive


Prospects are persons that have been seen qualified through a process who have the need and can purchase the product

Clients are persons who have purchased your product

*How to identify prospest

- they have unidentified need for your product
- they have the ability to pay for your product.
- they are accessible and available for discussion


*Methods of prospecting


Direct approach/ Cold canvasing

Referral method

Through social media

Through center of influence

Existing clients

Friends and relatives

Personal observation

Newspapers and Magazines

*Things to do when prospecting

- make up your mind that you can prospect

- get ready for competition

- make prospecting a habit

- never visit a prospect when you are not ready

- establish relationship with the prospect

- genuinely love your prospect

- your product knowledge must be vast

- you must be enthusiastic and show passion for what you do

- do prospecting on a daily basis by including it in your activities

- always prospect for leads on a regular basis

- you must have good integrity

- don't be carried away with little success

- set a lead goal for yourself

- you must have cash reservation

- you must do something differently from others

- always be prepared to handle objections

This takes us to the next and most important stage


*Sales Presentation and Follow-up

Sales presentation is a face-to-face delivery of speech or presentation with an individual or a group of people to close sales.


You have to prepare for the sales to occur. You have to pay attention, arouse interest, convince and attempt to close the sales.


Follow-up is the continuation or repetition of something that has already been started or done .

It is the continuation of discussion with your prospect. An improper follow-up leads to sales being lost.


In the course of your presentation you will notice some buying signals. The prospect will ask questions that indicates to you that he or she wants to buy. For example; what is your initial down payment or minimum amount for investment.

When you notice this signals, get him the form to fill.

The transaction should either be through transfer or cheque. It's not advisable to collect cash.

Closing the sales means the prospect takes the buying decision

Sales process breakdown


Prospect - Call
Call - Interview
Interview - closed deal
Closed deal - Commission


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