What is Sales Process?

A sales process is a set of repeatable steps that a salesperson follows to take a prospective buyer from initial contact to closed sale. The exact steps will vary depending on the product or service being sold, the industry, and the company, but there are some common elements that are typically included in most sales processes. Depending on the complexity of the sale, a sales process can range from a simple two-step process (like when you buy something online) to a more complex multi-step process (like when you're buying a car).

The sales process is a systematized approach to selling that can help salespeople close more deals and increase their sales productivity. By following a sales process, salespeople can more effectively manage their prospects, pipeline, and quotas. Additionally, a sales process can help salespeople identify potential objections early on and address them before they become roadblocks to the sale. Ultimately, using a sales process can help salespeople increase their sales conversion rate and close more business.

Here are a few of the most common types of sales processes:

1. Linear Sales Process

The linear sales process is the simplest type of sales process. It involves a single decision maker who goes through each step of the buying journey sequentially. There is no back-and-forth or negotiation; the buyer simply decides whether or not to make a purchase. This type of sales process works well for low-cost items with a clear value proposition.

2. Linear Sales Process with Multiple Decision Makers

As the name suggests, this sales process is similar to the linear sales process, but there are multiple decision makers involved. Each decision maker must go through the steps of the buying journey sequentially and reach a consensus before a purchase can be made. This type of sales process is often used for high-value items or complex products/services.

3. Consultative Sales Process

The consultative sales process is more interactive and involves more back-and-forth between the seller and buyer. The seller works to understand the buyer’s needs and pain points before making a recommendation. This type of sales process is often used for complex products/services where the buyer needs guidance in order to make a decision.

4. Negotiated Sales Process

The negotiated sales process is the most interactive and involves the most back-and-forth between the seller and buyer. The buyer and seller negotiate on price, terms, conditions, etc. before a purchase is made. This type of sales process is often used for high-value items where there is room for negotiation.

5. Custom Sales Process

The custom sales process is just that: a custom sales process that is specific to a company or industry. There are no set rules or steps; each company determines what works best for them based on their products, services, target market, etc. This type of sales process is often used for unique products/services or in niche markets.