7 Crucial Steps Involved in A Sales Process


Whether you work in B2B sales or direct-to-consumer sales, the sales process aims to develop an interest in your product and trust in you as a salesperson. You must be meticulous in your efforts to get a potential customer closer to making a purchase since you won’t close a sale without both. 

A sales process that we see now includes the following: 

  • Increased Focus on Digital Selling:
    With more and more buyers working remotely, organizations have had to increase their focus on digital selling. This includes using more online tools and platforms to reach and engage buyers.   
  • Increased Focus on Customer Experience:
    With buyers spending more time online, organizations have had to focus on providing a better customer experience. This includes ensuring that their website is user-friendly and that their online tools and platforms are easy to use. 
  • Increased Focus on Data:
    With buyers spending more time online, organizations have had to focus on collecting and analyzing data. This data can be used to understand buyer behavior and improve sales.   

A sales process is a set of steps that a company takes to turn a potential customer into an actual paying customer. The steps can vary depending on the company but typically include identifying potential customers, building relationships with those customers, making a sales pitch, and closing the deal. The Sales Process is a key part of any business, and it’s important to get it right to maximize revenue.  

Why Do We Need a Sales Process? 

Sales processes are important for several reasons. First, they provide structure and guidance for salespeople. Second, they help ensure that the sales team works efficiently and effectively. Third, they can help to close sales more quickly and improve the win rate.   

There are many advantages to building a sales lifecycle. One advantage is that it can help ensure that the sales team works together efficiently and effectively. Another advantage is that a sales process can help to close sales more quickly and improve the win rate. Finally, a sales process can help to ensure that the sales team is following up with customers promptly and providing them with the information they need to make a purchase decision.  

7 Steps Involved In Sales Cycle  

The steps involved in a sales cycle are as follows:   

  • Prospect:  

The first step in the sales cycle is finding potential customers (prospects). This can be done in several ways, including online research, attending industry events, or using a CRM system to identify potential leads.  

  • Connect and Qualify Leads:  

This involves reaching out to potential customers and determining whether they need your product or service. To do this, salespeople typically use a lead generation system, which may include prospecting, networking, and cold calling.  

  • Research the Company:  

Before you start the sales process, you must research the company you’re selling to. This will help you understand their business and what they want in a product or service. You can do this by looking at their website, reading their annual report, and talking to people who work there.   

  • Give an Effective Pitch:  

This means you need to have a clear and concise message that will grab your potential customer’s attention and make them want to learn more about your product or service. You also need to be able to answer any questions that they may have.  

  • Handle Objections:  

During the objection-handling step, the salesperson addresses any concerns or questions the prospect may have about the proposed solution. This step is important for building trust and confidence with the prospect.  

  • Close the Deal:  

The next step in strategic sales planning is to close the deal. This is when the buyer and seller agree on the terms of the sale and sign the contract. Closing the deal can be lengthy, so it’s important to ensure all the details are ironed out before moving forward.  

  • Nurture and Continue to Sell:  

After the sale has been made, it’s important to follow up with the customer to ensure they are satisfied with the product or service. This step helps to build long-term relationships with customers and create repeat business.  


The sales process is the set of activities that a company undertakes to sell its products or services. It is a crucial part of the business and needs to be managed carefully to ensure success. Effectively managing the sales process is essential for any company that wants to successfully sell its products or services. By following the sales funnel stages outlined above, companies can increase their chances of making sales and achieving their business goals. For detailed knowledge of strategic sales planning, UNext Jigsaw’s Executive Program in Strategic Sales Management is ideal for you. 


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