具體的銷售步驟檢查表，會依據你實際商品與潛在客戶的性質來制定。一名銷售製造設備給大企業的檢查表會比銷售二手書給消費者的檢查表，要複雜許多。無論任何銷售員銷售何種商品或服務，有個檢查表，都可以讓他受益。
以下提供了基本型與複雜型的銷售步驟檢查表範例：
基本銷售步驟
開發潛在客戶名單
- 檢查客戶名單數據庫是否有重複？
- 名單中的客戶是否符合基本要求？例如：收入水平、商業形態，等。
約會拜訪
- 初步接觸（電話聯絡、發郵件、上門訪問，等）
- 完成銷售前的客戶過濾
- 與客戶約好拜訪時間
- 確認客戶有需求，也有能力購買
提建議方案、做簡報
- 最後的客戶過濾完成，潛在客戶是個銷售機會
- 潛在客戶需要做評估
- 查明了購買決策者
- 查明了採購作業程序與需求內容確認了下一個步驟（安排了下次會議，客戶準備了需求書，等。）
成交結案
- 確認了客戶的存在顧慮與問題
- 客戶大致選定了所需要的產品款式或服務形態
- 議價完成，客戶簽約
- 請求客戶同意成為可參考客戶（reference）或是提供證言
售後動作
- 向銷售主管報告
- 完成採購合約作業
- 確認商品交付或服務確實展開執行
- 給客戶發出感謝信函
- 跟蹤客戶滿意度
- 解決任何客訴問題
以下是另一套銷售步驟檢查表，適用在應付需要較長的銷售過程，或面對比較複雜的銷售情境，例如要面對多名決策者。
複雜銷售步驟
開發潛在客戶名單
- 檢查客戶名單數據庫是否有重複？
- 名單中的客戶是否符合基本要求？例如：收入水平、商業形態，等。
約會拜訪
- 初步接觸（電話聯絡、發郵件、上門訪問，等）
- 完成銷售前的客戶過濾
- 與客戶約好拜訪時間
- 確認客戶有需求，也有能力購買
提建議方案、做簡報
- 最後的客戶過濾完成，潛在客戶是個銷售機會
- 潛在客戶需要做評估
- 查明了購買決策者
- 查明了採購作業程序與需求內容
- 確認了下一個步驟（安排了下次會議，客戶準備了需求書，等。）
收集資料
- 查明了客戶需求優先次序，存在問題；作成客戶需求文件，並經過確認
- 清楚了解了競爭者的強弱點
- 取得了客戶內部對我方的支持者
- 查明了客戶內部對我方的反對者
- 採購程序文件化并獲得核准
- 向銷售部門主管與其他協作部門做過簡報
- 申請了項目所需資金並取得核准
項目推進
- 安排了客戶看過展示或拜訪其他用戶做深入了解
- 提出最後建議方案并針對疑慮意見做了修訂
- 交易合約遞交給了客戶法務部門，等待審批
- 確認了議價簽約日期
議價簽約
- 解決了客戶最後疑慮與問題
- 客戶大致選定了所需要的產品款式或服務形態
- 議價完成，客戶簽約
- 請求客戶同意成為可參考客戶（reference）或是提供證言
- 請求客戶提供其他潛在客戶名單
售後動作
- 向銷售主管報告
- 完成採購合約作業
- 確認商品交付或服務確實展開執行
- 給客戶發出感謝信函
- 跟蹤客戶滿意度
- 解決任何客訴問題
Examples of sales step checklists
No matter how senior a pilot is, he will finish a pre-departure checklist before taking off. No matter how busy the driver is, this pre-departure checklist ensures that no omissions or key steps are missed. Similarly, a sales step checklist can help you track the work of each sales step and be the first step in establishing a sales plan.
Specific sales step checklists will be based on the nature of your actual goods and potential customers. A checklist that sells manufacturing equipment to a large company is much more complicated than a checklist that sells second-hand books to consumers. No matter what kind of goods or services a salesman sells, he can benefit from having a checklist.
Following are examples of basic and complex sales step checklists:
Basic sales steps
Develop a list of potential customers
- Check if the customer list database is duplicated?
- Do the customers on the list meet the basic requirements? For example: income level, business form, etc.
Appointment visit
- Initial contact (telephone contact, e-mail, door-to-door visit, etc.)
- Customer filtering before completion of sales
- Make an appointment with clients
- Confirm that customers have needs and the ability to buy
Make suggestions, give briefings
- The final customer filter is completed, and the potential customer is a sales opportunity.
- Potential customers need to be assessed
- Identify the purchasing decision maker
- Identification of procurement procedures and requirements
- Confirmed the next step (arranged the next meeting, customer prepared the requirement book, etc.).
Closing a deal
- Confirmation of customer concerns and problems
- Customers have roughly chosen the product style or service form they need.
- The negotiation is completed and the client signs the contract.
- Request customer's consent to be a reference or testimony
- Request customers to provide lists of other potential customers
After sale action
- Report to Sales Supervisor
- Completion of Purchasing Contract Operation
- Confirmation that delivery of goods or services is actually carried out
- Send thank-you letters to customers
- Tracking customer satisfaction
- Resolve any customer complaints
Here's another set of sales step checklists, which can be used in dealing with a longer sales process or in the face of more complex sales situations, such as multiple decision makers.
Complex sales steps
Develop a list of potential customers
- Check if the customer list database is duplicated?
- Do the customers on the list meet the basic requirements? For example: income level, business form, etc.
Appointment visit
- Initial contact (telephone contact, e-mail, door-to-door visit, etc.)
- Customer filtering before completion of sales
- Make an appointment with clients
- Confirm that customers have needs and the ability to buy
Make suggestions, give briefings
- The final customer filter is completed, and the potential customer is a sales opportunity.
- Potential customers need to be assessed
- Identify the purchasing decision making
- Identification of procurement procedures and requirements
- Confirmed the next step (arranged the next meeting, customer prepared the requirement book, etc.).
Data collection
- Identify customer needs priorities and problems; document customer needs and validate them
- A clear understanding of competitors 'strengths and weaknesses
- We have gained internal support from our customers.
- Identify the internal opponents of our customers
- Documentation and approval of procurement procedures
- Briefing to Sales Department Supervisors and other collaborative departments
- Application for and approval of funds required for the project
Project promotion
- Customers are scheduled to see the exhibition or visit other users for in-depth understanding.
- Propose a final proposal and revise it in response to doubts.
- The transaction contract is submitted to the client's legal department for approval.
- Confirmation of the date of negotiation
Contract signing
- Solve customer's final doubts and problems
- Customers have roughly chosen the product style or service form they need.
- The negotiation is completed and the client signs the contract.
- Request customer's consent to be a reference or testimony
- Request customers to provide lists of other potential customers
After sale action
- Report to Sales Supervisor
- Completion of Purchasing Contract Operation
- Confirmation that delivery of goods or services is actually carried out
- Send thank-you letters to customers
- Tracking customer satisfaction
- Resolve any customer complaints
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