Sample Sales Process Checklists

sample sale process sample sale process
  • Basic Sales Process

  • Prospecting for Leads 

  • Lead list checked against database for duplicates

  • Lead fits basic prospect requirements (e.g. income level, type of business, etc.)

  • Setting Appointment

  • Initial contact made (phone call, email, in-person visit, etc.)

  • Pre-qualification completed

  • Appointment scheduled

  • Researched prospect to determine needs

  • Presentation

  • Final qualification completed – prospect is a true opportunity 

  •  Prospect needs assessed 

  • Decision maker identified 

  • Purchasing process and requirements identified 

  • Next steps determined (scheduled a second meeting, collected RFP requirements, etc.)  

  • Closing

  • Prospect objections and questions addressed 

  • Appropriate product/service type selected and accepted

  • Customer signed contract 

  • Asked customer for permission to use as a reference or testimonial 

  • Asked customer for referrals

  • Post-Closing 

  • Reported sale to sales manager 

  • Order processed and filled

  • Sent thank-you note to customer

  • Followed up to confirm customer satisfaction

  • Resolved any questions or problems

  • Complex Sales Process

  • Prospecting for Leads

  • Lead list checked against database for duplicates

  • Lead fits basic prospect requirements (e.g. income level, type of business, etc.)

  • Setting Appointment 

  • Initial contact made (phone call, email, in-person visit, etc.)

  • Pre-qualification completed 

  • Appointment scheduled

  • Researched prospect to determine needs 

  • Sent meeting agenda and requirements to prospect

  • Initial Presentation

  • Final qualification completed – prospect is a true opportunity 

  • Prospect needs assessed 

  • Decision maker identified

  • Purchasing process and requirements identified 

  • Next steps determined (scheduled a second meeting, collected RFP requirements, etc.)

  • Information Collecting

  • Prospect priorities, issues, and requirements documented 

  • Competitor comparative strengths and weaknesses assessed

  • Prospect internal advocate(s) identified

  • Prospect internal opponent(s) identified

  • Purchasing process documented and approved 

  • Sales team and other collaborators briefed

  • Project funding applied for and approved

  • Development

  • Prospect contacts and/or visits industry references

  • Proposal submitted to prospect and any requested revisions completed 

  • Contracts submitted to prospect\'s legal team for approval

  • Closing date determined  

  • Closing

  • Prospect objections and questions addressed 

  • Appropriate product/service type selected and accepted

  • Customer signed contract

  • Asked customer for permission to use as a reference or testimonial

  • Asked customer for referrals

  • Post-Closing

  • Reported sale to sales manager 

  • Order processed and filled

  • Sent thank-you note to customer

  • Followed up to confirm customer satisfaction

  • Resolved any questions or problems

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