Sales Process Grader
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Objective Management Group, Inc.
We’re glad you decided to try out our sales process grader! It’s easy to use and the results are instant. First, drag the steps that are part of your current sales process from the "Possible Steps" list to the "My Steps" list. Alternatively, you can click a step and then click the > or < buttons to move it between lists. Second, put the items in the "My Steps" list in the order corresponding to your current sales process by dragging them up and down. Alternatively, select a step and use the up and down buttons to move it.
Possible Steps
Identify a need
Trial/Test/Pilot
Who is decision maker
Present/demo
Differentialte yourself
Have the money/ will spend the money
Handle Objections
Sell value
Decision making process/criteria
Meet decision maker
They are committed
Tour
Research lead
Cold call, or lead follow up call
Ask about money or budget
Evaluate the opportunity
Credit worthiness
Needs analysis, ID problem, opportunity or pain
Interested
Determine fit
Sign contract
Will spend more with you
Close
Value proposition
Intro to decision maker
Schedule meeting
Meet technical team
References
Talk about ROI
Find compelling reason to buy from you
Quantify the problem
Timeline for decision
Proposal or Quote
Qualified
Negotiate
Talk about capabilities
Engage
Receive lead or RFP
My Steps
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Objective Management Group