SPANCO



Suspect
Prospect
Analyze
Negotiate
Close
Order


The starting point is suspect(s), everyone who might buy the product or service. The Company looks hard at the suspects to determine who are the most likely prospect(s)- the people who have strong potential interest in the product and the ability to pay for it and meeting the criteria as well.
Disqualified prospects are those the Company rejects because they have poor credit or would be unprofitable. The Company hopes to convert many of its qualified prospects into first-time customers, and then to convert those satisfied first-time customers into repeat customers. Both first-time and repeat customers may continue to buy from competitors as well.

Sales person should be able to analyze the ability of the customer (prospective / new / repeat) and act smart in selling the product/service and hitting the sale as well.

Negotiation- Two parties need to reach agreement on the price and the other terms of sale.

This term basically deals with hardcore selling- not getting a point how to relate with your product/service especially to the existing customers. While introducing the scheme to a new customer the executive can emphasize on the profitability to take your service/product and the benefits associated with them.

Also need to incorporate certain examples in between while explaining. Preferably live examples relating to your industry ONLY so that the executives can relate themselves to the situation and understand easily. Try to involve them in citing examples or rather ask them what (if any) difficulty they are facing.

Close or finalize the deal and take the final Order. It depends on the Company norms whether to fill in any form or online order or on phone. After the order is submitted and taken you should proceed further.

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