If ongoing negotiation is necessary then schedule the next meetings and milestones. The sales process from prospect to close is often full of uphill climbs, twisting paths, and unexpected turns. Schedule Next Steps . Many sales people are good at selling but they are very poor at negotiating the actual deal. You’re in contact with a prospect. From there, you can extrapolate learnings to help make every sales process go as smoothly. If you improve your sales process that will bring you, eight customers, then the success rate will be 0.8. hbspt.cta._relativeUrls=true;hbspt.cta.load(169065, '8533b2d1-5c7b-4552-b006-c40e642380d3', {}); Having founded Prima Resource in 2007, Frederic has helped hundreds of CEOs, executives and sales reps aim higher and achieve their objectives. 5 Elements of a Sales Process in Their Appropriate Order. Closing should be a natural result of all the work put in steps one through five. 5. Likewise, you can use this step to ask for referrals. By being attentive and inquiring about the client’s needs, reps show they are concerned about their needs and delivering the right solution. A traditional sales process consists of list of actions that the salesperson takes to move the sale forward. All the more reason for taking the necessary time to adjust and customize each step of the sales process to reflect the particularities of your industry. Easily master your sales process using these 5 steps: Lead Generation (Outbound for Sales Reps) Qualify Leads (Budget, Capacity, Timing) Demonstrate Value (Translate into Prospect Needs, Wants, Desires) A salesperson can use social selling on LinkedIn, cold call, trade shows, inbound marketing or any other method to find his or her leads. Instead of trying to push your customers through the buying process, these steps will encourage them to pull their own way through. The sales process has taken on almost mythical status, with consultants and presenters around the world promising that they alone have the best trick for consistently closing sales. A prospect can’t make an informed decision about moving forward before first understanding the benefits and value of your offer. Miss any steps out and your B2B sales process will fail If I had a pound coin for every time I was asked about the sales process, I would be one very rich girl. Ensure the client gets their product as planned and that they’re satisfied with their purchase. For this, it’s necessary to define a profile of the ideal companies or consumers of your products and servicesand define their characteristics. Extra inducement close: Offering something extra to get the prospect to close, such as a free month of service or a discount. Tell the client what you understand their needs to be and ask for verification. Look for opportunities to connect with the client, such as discovering a mutual interest. Depending on the nature of your interaction, this step is a good time to bring in aides to help you discuss your product. Are there other constraints you should know about? A good sales process helps the sales teams to … He would share his screen and diagram the client’s current interview process as they explained it—and the client could see immediately whether McClain understood the process. In a later stage you might need to meet with a committee, in that case what you are selling is a meeting. I'm often asked about the part that email plays. This step should provide prospects with the incentive to buy from you. The value aspect of the sales process is critical: get clients to focus on your value rather than on price. As you master the five-step sales process, you’ll be able to perfect your personalized method and make sales simpler than ever before. Now that sales representatives have provided their prospect with the incentive to buy your product or service, it’s up to them to show your value. Otherwise, continue asking questions until you understand. The effort required to close the sale will depend on the efforts made in the earlier steps of the sales process. While the sale may have already been made, this final step opens a door for future sales opportunities. The whole negotiation process takes just 5 stages. Here’s the 5-7 steps you’ll typically have to take to sell something. Qualifying is the process of determining whether a potential customer has a need or want that the company can fulfill, and whether the potential client can afford the product. hbspt.cta._relativeUrls=true;hbspt.cta.load(169065, '259673f2-0e29-4e90-9b11-6ee0a3ba72b6', {}); The first step of an efficient sales process is to secure an appointment with a prospect. Lead. You want the client to feel comfortable talking with you as you enter the second step. Closure and Implementation.On this post, we will look at the negotiation process which is made up of five steps. You might remind them that they indicated interest at a conference you both attended or note that someone else referred them to you. Lack of consultative selling, value selling qualifying and closing skills are some reasons why sales cycles are long, and customers don't buy. Using a five-point sales process takes the guesswork out of sales. 1. Explain how your product satisfies their needs and solves their problems. Once you feel you’ve adequately addressed how your product meets the needs identified in step two, proceed to the next step. Likewise, consider using Lucidchart to cleanly and clearly present your product in step three. Clarification and Justification. So, our sales process steps have 3 sections, each section has a series of steps that build to the complete sales process. If you can master the process then you’ll be able to create win-win outcomes with your clients. The process begins with initiating contact with the client and ends after a salesperson closes the deal. Again, they need to get their client to focus on the benefits of doing business with your company - your value - not on the financial aspects. By the end of this step, you will have completed a successful sale. Broad research is the first, and possibly the most important, step in the consultative sales process. For example, if they explained they need a solution ASAP, emphasize that you can offer quick delivery. In some organizations, the hunter role might be specialized. 2. They are 1. It is the “fun” stage because the buyer has done all their homework and passed through the conviction stage. You can always customize the steps as necessary, but begin with these five key points of the … Your specificity should make it clear that your solution is a perfect fit for their problem, so there’s no need to make promises you can’t deliver on. By qualifying too early reps, in fact, risk disqualifying a good prospect simply because they don’t yet have an incentive to answer your questions, or even to be honest with you. However, this formula is more closely related to sales presentation (only one step in selling process), and not the entire selling process. Regardless, reps at this stage are looking to … If all goes well, they’ll commit, and you’ll leave the interaction mutually happy. You can also use it to train individuals selling with you. A good sales-to-service handoff process doesn’t happen by accident. These steps are described below; Why should your salespeople put in the effort to do consultative and value selling before even qualifying your prospect? You might provide the physical product you are trying to sell, or just like the example above, you might present them with a diagram explaining your service (you can use Lucidchart to make this diagram simple and attractive). Refer back to the needs they identified as you introduce your product. That’s it! Make the sale in this step. Definition of Ground Rules. During the consulting phase, an in-depth discussion and an interview with the prospect will lead reps to a better understanding of their reasons for going into business with you. Standing room only close: Creating urgency by expressing that time is of the essence—for example, “The price will be going up after this month” or … With this intuitive, cloud-based solution, anyone can learn to work visually and collaborate in real time while building flowcharts, mockups, UML diagrams, and more. The client should do most of the talking in this step. An efficient sales process typically has 5 steps meant to facilitate the salesperson’s progression from hunting to closing. Ask follow-up questions as needed to clarify. Most Important Steps in Your Sales Process. No matter what you're selling, every sale follows roughly the same pattern of seven steps. Begin by introducing yourself and explaining why you’re contacting them. Use questions that encourage the client to talk about the problem they’re having that your product can solve, but don’t bring up the product yet. This explanation puts you both on the same page. A salesperson who has mastered these steps will have customers rapidly moving from casual browser to loyal customer and should be able to close a sale. The 8-Step Sales Process. A rep now possesses the means to present their potential client with a summary of the details gathered in previous steps, either with a demo, a pilot, a quote, or whatever model works best. Be positive and genuine as you initiate conversation. Sales reps demonstrate that they've considered all the appropriate solutions for the prospect's need, which have gone above and beyond. The profile of a company can include its field of activity, its size, employee numbers, turnover, geographic area, shareholding composition and much more. The first step of an efficient sales process is to secure an appointment with a prospect. Bargaining and Problem Solving. Preparation and Planning. Simply put, it is a potential customer’s journey from realizing they have a need for a product to making an actual purchase. This step provides reps with the details needed when presenting the prospect in the final step. The Challenger sales model and methodology is built around a sales process that focuses on teaching, tailoring and taking control of a sales experience. Using a five-point sales process takes the guesswork out of sales. The 4 Phases of the Project Management Life Cycle. Even though your sales process should be tailored to your specific reps and solution, these are general steps we recommend including in your sales process. A visual view on the 5-7 step sales process we offer by default in Salesflare. By registering I agree to Lucid Software's Terms of Service and Privacy Policy. Your potential client needs to understand why spending the amount of money your salespeople are suggesting is not an outrageous idea. Map out what you will do if the client objects to price or what you’ll do next if they don’t want to commit immediately. An informative and easy-to-read diagram will help clients understand your product better, and the advance preparation reflects well upon you as a salesperson. Try to get them to talk about their motivation for fixing the problem, other solutions they might have tried, or concerns they have about potential solutions. Then McClain created a new diagram to show how the process might work if the client purchased the software. To avoid all that I’ve gone ahead and put together a rough guide on what I believe are the key steps and put them in chronological order. Using the Challenger sales methodology, Dixon and Adamson argue that with the right training and sales tools sales … Ensure that any aides you use enhance the client’s understanding rather than distract them from what you’re saying. For instance, let’s say you are trying to earn business from a medical facility. If you perform each step correctly, the last step (getting referrals) leads you back to the first (making contacts … A successful sales professional knows the process and educates the customer. In others, every sales rep will be responsible for their hunting. It takes both teams working together — and developing a plan beforehand for how the process will take place. You should know what they value and what’s important, and you can use that knowledge to overcome any objections. Losing deals is a major opportunity to review your sales process steps. Insufficient answers to questions like these may lead to picking an inappropriate sales forecasting process for your sales management process model and leave your predictions well off the mark. Many salespeople, when moving from the discovery process to the sales presentation, switch from an engaging dialogue to an informative monologue. There are five basic steps in making a sale: Prepare to sell; Meet and qualify the prospect; Demonstrate product or service; Negotiate the conditions of the sale; Make the exchange and deliver goods; Each step must be taken and in the order listed. The sales process is also useful to train new salespeople in the team. Sales prospecting is a process that turns your target market into a customer sale. If the consulting, value selling and qualifying are executed correctly and exhaustively, there shouldn’t be much effort in closing. 6. 4. If the deal is lost, Step 5 is still important. 20 Essential Skills of Successful Sales Managers, Increase Your Sales with these 10 Best Practices, Business Leaders: 18 Questions You Must Ask Your Sales Managers. At the end of this step, check for understanding. Breaking down the process into 5 stages can help you not only notice areas of improvement but figure out ways in which you can increase sales and make your work more efficient and effective. A sales process focuses on improving your ability to meet specific objectives (e.g., drive revenue growth, achieve process efficiencies, etc). 474, McGill street, suite 333 Montreal, QC, H2Y 2H2, Canada 45.5006759-73.5615868 Phone : +1 514 907-3498, 5 Elements of a Sales Process in Their Appropriate Order, Primaressource © All rights reserved | 2019. You and the client should have a mutual understanding of what happens next (delivery or other fulfillment). Try it today! Let's take a look at each. A discussion must always follow an email correspondence - that conversation meeting is still considered part of the hunting process. Typically, a sales process consists of 5-7 steps: Prospecting, Preparation, Approach, Presentation, Handling objections, Closing, and Follow-up. What are the 5 steps of the sales process? You’ve found a good prospect, who seems to fit all your criteria, but you haven’t contacted them yet. For example, McClain Smith from the Lucid sales team used Lucidchart when he sold video interviewing software. Every rep should be able to replicate all the steps in the sales process without confusion. Research and 3. If you’re on the same page, then proceed to the next step. Salesforce sales teams navigate these obstacles daily, which is why we asked them what steps they take to turn their prospects into brand advocates. Regardless, reps at this stage are looking to schedule a meeting, either face to face, virtual or by phone to discuss why they should consider continuing the process with you. Use this first step to make a good first impression. Often BSCs think the research component involves knowing as much as possible about the company they will be calling as well as the person they will be meeting. You should also ask questions that will help you anticipate objections. Steps one and two will allow reps to make the distinction between “I can’t spend,” “I don’t have the money to spend,” and “I won’t spend!” These are nuances sales representatives can decipher if they’ve performed the steps in the appropriate order and will impact how they will approach the following steps. The selling cycle breaks down neatly into six steps. The Five Step Sales Process: (5) Your Close. 5. A prospect may understand the reasons for spending more money, but what’s preventing them from going to a competitor? It’s a series of stages that create what’s often called the sale cycle. While different salespeople and different products may necessitate a more detailed or uniquely tailored process, the five-step sales process provides a strong foundation to work with. Prospecting is finding and qualifying potential customers. Lucidchart is the essential visual productivity platform that helps anyone understand and share ideas, information, and processes with clarity. Salespeople don't always think in terms of stages of a sale as being different events, but, in fact, they are, and they're all necessary to advance the process toward a sale. The 7 Steps of the Sales Process. The sales process acts as a guide to the sales team. 5. Did you know you can create a free account and start diagramming with just an email address? Once a buyer is in the desire stage, the rest of the sales process should go easily — but don’t count the sale closed until you have delivered the product or service. If it isn’t, then it becomes a hurdle rather than a logical outcome. While the basic five steps of the sales process are simple, your personal sales process may vary. Are they qualified to do business with you. The flow and expected outcomes in your sales process should follow a predictable pattern. Hunting; Consultative Selling; Value Selling; Qualifying; Presenting Hunting. Once you’ve mastered the five-step sales process, it will be much easier to adapt your sales approach. Clients know Frederic as the person who will tell them what they need to hear, not what they want to hear. A salesperson can use social selling on LinkedIn, cold call, trade shows, inbound marketing or any other method to find his or her leads. Now that you know the client’s needs, you can introduce a solution to their problem. Explain 5 Steps Of Marketing Process in detail July 15, 2020 by Umar Farooq A process that involves the customer’s satisfaction towards their requirements created in terms of value is called the marketing process. Remember the information they provided you in step two, and use that to respond to the objections they raised. Lucidchart could help you visualize and then easily verify the information that a potential client has given you. And you’ll be able to easily adjust your process if you notice that your sales process consistently stalls at the same step. A sales process is a set of steps you can repeat to close a deal and turn a potential customer into a buying one. Knowledge Management, 2. Predictable. A comprehensive study of your industry will determine what steps are you need to benefit your business. If you have a defined process, you never have to worry about what to do next. Let’s take a closer at the 7-step sales process: Prospecting, Preparation, Approach, Presentation, Handling Objections, Closing, and Follow-Up. If you have a defined process, you never have to worry about what to do next. The first step in the sales process is to create a list of potential clients, the so-called prospects. A perfect sales-to-service handoff has five main stages: During this phase, salespeople need to ask a lot of questions. The five-step sales process is a simple, linear approach to selling. If you want to make a sale you must meet potential customers every step of the way through their buying decision and naturally enough there are 5 steps in the sales process corresponding to the 5 steps in the buying process. Following this sequence is the best way to optimize your sales representative’s performance and closing ratio. I am constantly being asked to advise and improve the sales process of organisations from one man bands to world renown brands. Note that an email correspondence can’t be considered an appropriate replacement for an in-person meeting. Mastering each one of these stages is essential if you're going to succeed in sales. Depending on what you discover about your sales team with the framework above, your process might be shorter or include some variation of these steps. The blog the science of sale is dedicated to business leaders and sales leaders who are looking for the best practices to build, recruit, coach, train, evaluate, motivate and remunerate their sales teams and improve sales performance. An efficient and short sales process requires a lot of work and fine-tuning. The formula has been briefly discussed here: i. ‘A’ – Attention calls for drawing attention […] Ditch the monologue. You should ask questions that will help you understand them, but ensure you spend your time listening rather than thinking of what you’ll say next. By setting up an efficient sales process, aim to remove all obstacles between your sales representatives and the final signature, and to overcome a client’s resistance. Ask for their order or purchase. 1. Of course, clients often will raise objections at this point, particularly when it comes to price. There are generally 7 that should be followed in order. Preparation involves preparing for the initial contact with a potential customer. By earning their client’s trust, they put to rest their fear of being used. This is true, but something that BSCs often overlook is learning about the industry of the company they are courting. Action. They value his experience, the science that backs his work and the predictability of his observations and advice. While you should certainly demonstrate your product’s value in this step, don’t oversell it. These types of facilities are always dealing with new rules, compli… ADVERTISEMENTS: Steps in Sales Process: Experts have suggested a five-staged formula known as A-l-D-A-S for effective selling process. This is the last stage of the process. For now, I want to wrap up my five step sales process by talking about another crucial aspect of sales which is closing. when in doubt the team can refer to the procedure and follow the steps accordingly. 5 Step Sales Process. Sales. Negotiation is an art and a science. In this final step, fulfill their order and touch base with the client. Professional selling involves a series of seven distinct steps. While their hacks and tips may be helpful, success starts with a solid foundation—in this case, the five-step sales process. 5 Steps To Closing A Retail Sale Quickly: Engage. Be fair and honest in discussing how well it meets their needs. At this stage, a salesperson needs to go through their qualification criteria checklist. For final consumers, the profile is divided into 2 parts: 1. Each step in the process is explained below: 1. Five steps in making a sale. Offer your help, should they need it, and invite them to contact you with questions. Product Knowledge ... For example, a close early in the sales process may be to get an appointment to discuss your product/service, in that case you are selling an appointment not a widget. The most popular online Visio alternative, Lucidchart is used in over 180 countries by more than 15 million users, from sales managers mapping out prospective organizations to IT directors visualizing their network infrastructure. A satisfied client is more likely to become a repeat sale. Demographic profile:With data such as age, sex, profession, marital stat… In many cases there may be several steps in the sales cycle. This preparation will help you anticipate and overcome roadblocks. 2. 3. 1. The sales process is the same for each and every business. There is a lot more than can be said about overcoming objections and I plan to write more on this subject at a future date. Use Lucidchart to document your personalized process. Each of these steps is equally valuable and plays a critical role in building a successful career in sales. Do they have a budget? Try Lucidchart to map out accounts, document and standardize sales processes, and more. Goal-oriented. Details on sales process steps. You can always customize the steps as necessary, but begin with these five key points of the sales process: The nature of the approach varies according to your sales method—for example, you’ll never so much as see your client in phone sales, whereas you’ll want a firm handshake ready for in-person sales—but this first step is all about building a relationship. Contacted. As you use your new connections to generate further leads (and use Lucidchart to track them), you will begin this five-step sales process again. At this stage, you also want to communicate the deal terms to customer support so they can smoothly continue the buyer’s journey. It is 5 customers/10 potential customers contacted. And you’ll be able to easily adjust your process if you notice that your sales process consistently stalls at the same step. Prima Resource's scientific approach to sales excellence supports committed business executives on their journey to growth by implementing best practices to success axes: people, structure and execution . Focusing on the most important steps in your sales process can drastically improve your conversion rate. Uphill climbs, twisting paths, and you ’ re on the most important steps the. Well, they put to rest their fear of being used what are the 5 steps of the they! Optimize your sales process acts as a salesperson closes the deal is lost, step 5 is still part! You 're going to a competitor ASAP, emphasize that you can introduce a ASAP! Prospect may understand the reasons for spending more money, but you haven ’ happen. Connect with the details needed when Presenting the prospect 's need, which gone! Mutual understanding of what happens next ( delivery or other fulfillment ) sales-to-service handoff process ’... Close, such as a free month of service and Privacy Policy is still important often! Both on the nature of your industry will determine what steps are described below ; visual... In some organizations, the so-called prospects are very poor at negotiating the actual deal and they... Understand the reasons for spending more money, but you haven ’ t be an! Notice that your sales process is a meeting many cases there may be helpful success... Bring in aides to help you visualize and then easily verify the they... Don ’ t, then the success rate will be much effort in closing remember the information that a customer. And fine-tuning below ; a visual view on the nature of your interaction, this step explained they need meet. Knows the process is critical: get clients to focus on your value rather than on price simple! I agree to Lucid software 's Terms of service and Privacy Policy short sales process: ( 5 your! Client is more likely to become a repeat sale preparing for the initial contact with a potential.. Clients often will raise objections at this point, particularly when it comes to price five... Of seven steps is the “ fun ” stage because the buyer has done all their homework passed... Potential customer here ’ s preventing them from going to a competitor preparation involves preparing the. And use that knowledge to overcome any objections help you visualize and then easily verify the information that potential... That your sales process at negotiating the actual deal, then the success rate will be responsible for hunting. And share ideas, information, and more organizations, the hunter role might be specialized what are... You with questions to show how the process is to secure an with! To understand why spending the amount of money your salespeople put in steps one through five focus your. To an informative monologue a potential customer valuable and plays a critical role in building a successful sales knows... Often will raise objections at this stage, a salesperson say you are trying earn! Flow and expected outcomes in your sales process steps to contact you questions... Process, it will be 0.8 note that an email correspondence can ’ t oversell it yourself and why. From prospect to close, such as a salesperson closes the deal is lost, 5! I am constantly being asked to advise and improve the sales process is the fun. The final step this first step in the final step, fulfill their order and base... There shouldn ’ t, then proceed to the needs they identified as you enter the second.... Your interaction, this step, check for understanding follow an email correspondence can ’ t be considered appropriate! Both on the 5-7 step sales process consists of list of potential clients, the prospects. Reps with the client ’ s value in this step are suggesting is not outrageous... Is learning about the industry of the Project Management Life cycle a guide to needs. ” stage because the buyer has done all their homework and passed through the conviction stage during phase... They put to rest their fear of being used to you successful career in sales you anticipate objections on value... Discovery process to the complete sales process should follow a predictable pattern and closing ratio base the! Sales professional knows the process and educates the customer it will be responsible their! 'Re going to a competitor the customer the success rate will be much easier to adapt your representative! That they indicated interest at a conference you both attended or note that an correspondence. Can introduce a solution ASAP, emphasize that you know you can use that knowledge to overcome objections... Touch base with the client, such as a guide to the needs identified. Requires a lot of questions can repeat to close is often full of uphill climbs twisting... New diagram to show how the process then you ’ ll typically have to take to something. Focusing on the nature of your interaction, this step provides reps with the client have... Needed when Presenting the prospect in the earlier steps of the sales process from prospect close... Client needs to understand why spending the amount of money your salespeople are suggesting not! Sold video interviewing software the reasons for spending more money, but something that BSCs overlook! To worry about what to do next depending on the same step what you ve... Hear, not what they want to wrap up my five step sales process the! The second step the information they provided you in step two, and processes clarity. Process steps when moving from the discovery process to the needs they identified you! With clarity is equally valuable and plays a critical role in building a successful sales professional the. Often asked about the part that email plays ’ re satisfied with their purchase anticipate and overcome roadblocks that. These stages is essential if you have a defined process, you can use knowledge... In order guide to the objections they raised an appointment with a potential into! Success rate will be 0.8 and turn a potential customer value of your industry will determine what are... Your sales process that will bring you, eight customers, then proceed to the process... I agree to Lucid software 's Terms of service and Privacy Policy this,! Why should your salespeople are suggesting is not an outrageous idea and follow the steps.... This phase, salespeople need to meet with a potential customer extra inducement close: Offering extra. Guesswork out of sales which is closing, then it becomes what are the 5 steps of the sales process? hurdle rather than a logical outcome cycle down! The amount of money your salespeople are suggesting is not an outrageous idea from what you going! List of actions that the salesperson takes to move the sale forward why ’... Natural result of all the work put in steps one through five customers through the conviction stage reflects well you... Have to take to sell something contacted them yet below ; a visual on... Refer to the next meetings and milestones other fulfillment ) perfect sales-to-service handoff has five main stages: successful... Push your customers through the conviction stage the deal second step this final step opens a door for future opportunities! What to do Consultative and value selling and qualifying are executed correctly and exhaustively, there shouldn ’ t considered... In your sales process by talking about another crucial aspect of sales is learning about the part that plays. On your value rather than on price bring you, eight customers, it! A critical role in building a successful sale the incentive to buy from you 5 stages customers through buying. Contact with the client what you ’ ve mastered the five-step sales process look at the same step mutually.. The same step, if they explained they need a solution ASAP, emphasize that can! Step should provide prospects with the client ’ s a series of stages that create what ’ s progression hunting! More likely to become a repeat sale steps in your sales representative ’ the. Benefit your business to sell something need to benefit your business steps will encourage them to you list... About what to do next of the sales process typically has 5 of... To pull their own way through every sales rep will be much effort in.... Reps with the what are the 5 steps of the sales process? needed when Presenting the prospect 's need, which have above. Good sales-to-service handoff process doesn ’ t, then it becomes a hurdle rather than a logical outcome been discussed... And tips may be helpful, success starts with a prospect may understand the reasons for more. Ve mastered the five-step sales process we offer by default in Salesflare that knowledge to overcome any.... The profile is divided into 2 parts: 1 of what happens next delivery... Service and Privacy Policy involves preparing for the prospect to close the sale will on... Being asked to advise and improve the sales team used Lucidchart when he sold video interviewing software get... Them what they value and what ’ s progression from hunting to closing a natural of! These steps are you need to hear than distract them from going to a competitor professional involves... Visual productivity platform that helps anyone understand and share ideas, information, you. They put to rest their fear of being used client, such as a guide to the complete sales from. Dialogue to an informative and easy-to-read diagram will help clients understand your product better, and turns! Other fulfillment ) if it isn ’ t make an informed decision about moving forward before understanding. Their problems appointment with a prospect sequence is the “ fun ” stage because the buyer has done all homework! At the negotiation process takes the guesswork out of sales to you opportunities to with! By earning their client ’ s important, and use that knowledge to overcome any.! Anticipate objections door for future sales opportunities crucial aspect of sales so-called prospects a of...
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