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What is a sales process?

According to a sales process definition, this term stands for a sequence of steps and efforts that have to be made in order to transform a lead into a paying customer.

Most often this term is applied to define the actions of a sales representative and how they communicate with prospects to close deals. Simply put, every step from reaching out to your leads initially to actually closing a deal can be called a sales process.

What does sales process consist of?

As a rule, every company defines the steps that suit their needs. However, the general process can be defined by four universal stages summarized in the AIDA model:

  • Awareness – letting prospects know about your brand, service or product
  • Interest – taking the necessary steps to fuel interest in your product
  • Desire – making prospects want to get a particular product
  • Action – encouraging a customer to make a purchase

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