1. Prospecting: This is the stage where we identify potential clients or leads. I usually rely on a mix of online research, industry events, referrals, and marketing-generated leads to build my prospect list.
2. Qualifying: At this stage, I assess the needs, budget, and decision-making potential of the prospects to determine if they are a good fit for our product or service. This involves asking the right questions and listening carefully to their answers.
3. Presenting: Here, I tailor my presentation to highlight the unique value proposition of our product or service for the prospect. I focus on addressing their pain points and demonstrating how our solution can help them achieve their goals.
4. Handling objections: During this stage, I address any concerns or objections raised by the prospect. This involves empathizing with their concerns, providing additional information, and demonstrating the benefits of our solution.
5. Closing: Once I've addressed all objections and the prospect is satisfied, I move to close the deal. This could involve negotiating contract terms, finalizing pricing, and signing agreements.
6. Onboarding: After closing the sale, I work closely with our implementation team to ensure a smooth onboarding process for the new client. This helps in setting the stage for a long-term, successful relationship.
7. Account management: Finally, as a Sales Account Manager, my role is to maintain and grow the relationship with the client. This includes regular check-ins, addressing any issues, and identifying opportunities for upselling or cross-selling.