Your Sales Process
(A Closed System)
•Sales Goals, Identify Lead/Referral Sources and
Target Prospects, Contact Strategy
•Overcoming Sales Call / Contact Reluctance
•Contact for appointment under favorable conditions
•Qualification of Prospect
•Proposal, Presentation, Close
• Exceptional Client Service; …Account Rounding,
Referral Generation, Renewal Reviews, Coverage
Upgrades, Up-Sell, Cross Sell…
•Rinse and Repeat!
©RGI Redmond Group, Inc., 43 Frost Circle, Middletown, NJ 07748 732-957-0005 www.Redmondgroupinc.com
Your Sales Process
Sales & Profit
Goals
Target
Prospects
Target
Account
Research /
Verify
©RGI Redmond Group, Inc., 43 Frost Circle, Middletown, NJ 07748 732-957-0005 www.Redmondgroupinc.com
Establish
Contact
Strategy
Your Sales Process
Sales &
Profit Goals
Target
Prospects
Target
Account
Research /
Verify
Establish
Contact
Strategy
Overcoming Sales
Call Reluctance
Establish
Appointment
Aim &
Rehearse
Make
Appointment
Outbound
Contact
Execute Contact
Strategy
Continuously
©RGI Redmond Group, Inc., 43 Frost Circle, Middletown, NJ 07748 732-957-0005 www.Redmondgroupinc.com
Your Sales Process (A closed system)
Sales &
Profit Goals
Establish
Appointment
Aim &
Rehearse
Is There
an
Opportunity?
Target
Prospects
Target
Account
Research /
Verify
Establish
Contact
Strategy
Overcoming Sales
Call Reluctance
Make
Appointment
N
Y
Outbound
Contact
Execute Contact
Strategy
Continuously
What will Qualify
the Account ?
Qualified
Opportunity?
N
Y
©RGI Redmond Group, Inc., 43 Frost Circle, Middletown, NJ 07748 732-957-0005 www.Redmondgroupinc.com
Your Sales Process (A closed system)
Your
Sales &
Profit Goals
Establish
Appointment
Aim &
Rehearse
Is There
an
Opportunity?
Target
Prospects
Target
Account
Research /
Verify
Establish
Contact
Strategy
Overcoming Sales
Call Reluctance
Make
Appointment
N
Y
Confirm
Specifications
Outbound
Contact
Execute Contact
Strategy
Continuously
What will Qualify
the Account ?
N
Qualified
Opportunity?
Y
Requalify
Account !
©RGI Redmond Group, Inc., 43 Frost Circle, Middletown, NJ 07748 732-957-0005 www.Redmondgroupinc.com
Determine
Prospect’s
Objectives,
Timetable, etc.
Choose
Account Team,
Set Strategy &
Program Design
Your
Sales &
Profit Goals
Your Sales Process (A closed system)
Proposal
Delivery
Presentation
Rehearsal
Collect $
& Achieve Your W2
Goal!
Establish
Contact
Strategy
Overcoming Sales
Call Reluctance
Establish
Appointment
Aim &
Rehearse
Is There
an
Opportunity?
Target
Account
Research /
Verify
Target
Prospects
Make
Appointment
N
Proposal &
Presentation
Preparation
Presentation
to Prospect
Invoice $
What will Qualify
the Account ?
N
Qualified
Opportunity?
Y
Execute Contact
Strategy
Continuously
Outbound
Contact
Determine
Prospect’s
Objectives,
Timetable, etc.
Y
Confirm
Specifications
Requalify
Account !
Prospect
Delays
Decision !!
Your
Service
Delivery
Choose
Account Team,
Set Strategy &
Program Design
•Q & A
•Clarification
•2nd Presentation
N
Y
©RGI Redmond Group, Inc., 43 Frost Circle, Middletown, NJ 07748 732-957-0005 www.Redmondgroupinc.com
Prospect
Decision
Note: This is the area where breakdowns occur.
Focus on the front end of your sales process.
Sales &
Profit Goals
Target
Prospects
Target
Account
Research /
Verify
Establish
Contact
Strategy
Overcoming Sales
Call Reluctance
Establish
Appointment
Aim &
Rehearse
Make
Appointment
Outbound
Contact
Execute Contact
Strategy
Continuously
©RGI Redmond Group, Inc., 43 Frost Circle, Middletown, NJ 07748 732-957-0005 www.Redmondgroupinc.com