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Sales & Brand Management · Module 2 of 10

The sales process

Steps from prospect to closed deal.

📖 Key ideas

  1. A common process: prospecting, qualifying, needs discovery, presentation, handling objections, closing and follow-up.
  2. Prospecting finds potential customers; qualifying checks whether they can and will buy.
  3. Questions uncover needs better than long product talks.
  4. Closing asks for a clear decision; follow-up builds repeat business and referrals.
  5. Most deals need several follow-ups, so persistence with politeness matters.
💡 Real-life example: Like a doctor's visit: ask questions, examine, explain the treatment, answer worries, prescribe and schedule a follow-up.
ProspectingFinding potential customers
QualifyingChecking if a prospect can and will buy
ObjectionA concern stopping the customer from buying
ClosingAsking for the decision