Free guide · Sales · 3 min
Build a sales process your team can use
Ask better questions, make a clear recommendation, and agree on the next step.
A useful sales process helps the customer decide whether you are right for them. It also gives your team a consistent way to understand the need, prepare a recommendation, and keep track of the conversation.
Understand the situation
Ask what the customer is trying to change, what they have already tried, and what is making the decision difficult. Find out who needs to be involved and whether there is a real deadline.
Take notes in a place the team can find. Good records prevent customers from having to repeat themselves and make handovers easier.
Recommend what actually fits
Connect your recommendation to the needs the customer described. Explain the scope, cost, and tradeoffs. Leave out features that are not relevant.
If the customer is not a good fit, say so. A sale that creates problems for both sides is not a useful result.
Agree on what happens next
Ask what questions remain and answer them directly. If you do not know, find out rather than guessing.
Agree on the next action, who owns it, and when it will happen. That might be a proposal, a technical review, a purchase, or a decision not to proceed.