The sales process for services like training, information or consulting can be quite lengthy and is mostly very individually focused on the client’s questions, contracting processes and budgetary demands.
The institution will need to set up a general sales policy to define a common understood and high quality sales process. Typical steps are:
- Identify potential clients
- Prepare an information profile for each prospect client
- Contact prospect
- Prepare a sales presentation or discussions
- Follow-up (mix of communication by phone, fax, mail, email, etc.)
- Negotiate sales contracts based on your general conditions, but remain flexible
- Design after sales services
