In the last blog post we illustrated a 5 step customer psychology linked sales process designed by Trish Bertuzzi. In this article we go to a little bit more thorough and are showing another example which is has 7 steps.
First version of a seven step sales process was created by Dr. Alan Dubinsky already on 1980. This traditional model has steps from prospecting to follow-up. Dubinsky’s model has been used as reference in several books and articles since its publication.
We are going to talk later more about different steps in detail, prospecting, pre-approach, approach, presentation, overcoming objections, close and follow-up. As you can see in this process the last step is follow-up on this process. We at SalesFollow think that this step is so important that we even took it as our product name! Coming back to sales theory aforementioned model by Dubinsky is also redon by two great sales experts but with slightly different terminology by William Moncrief & Greg Marshall. They have introduced this seven step process on 2005 so 25 years after Dubinsky.
Their model is a very close copy of Dubinsky’s model just that first step pays attention that a prospect should be qualified before approached. If a prospect is qualified probability for reaching to a deal is higher. In other words this means that not everybody is prospect for your product. If you try sell a product or service to prospect who is not in your qualified market segment you are just wasting your time.