Compendium Theateris proud to present

“From the Page to the Stage”The Anatomy of a Sale

Presented by:

Tim Dumas Martin Brossman

The Sales Funnel

• Sales-Centric

• Does not address Pre & Post activities • Future sales & referrals from the same customer are not focused on.

$$$$$$ $$$

WE NEED MORE PEOPLE!

CLOSE SALE – DONE!

Identify Leads

Good Prospects

Qualify

Sales Funnel vs. UPSA Buying / Selling Cycle

5: Choose - Accept

7: Implement - Fulfill

6: Obligate - Commit

8: Track - Protect

3: Search - Target

4: Assess - Support

9: Integrate - Expand

1: Plan - Strategize

2: Recognize - Market

Buyer - Seller

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UPSA Commerce Cycle

The UPSA Selling & Buying CycleThe UPSA Selling & Buying Cycle

ALIGNMENT IS ESSENTIAL TO THE SALE

©2006 United Professional Sales Association

…from spending Millions of Corporate $$$s

…to buying Lunch!

The UPSA Selling & Buying CycleThe UPSA Selling & Buying Cycle

ALIGNMENT IS ESSENTIAL TO THE SALE

Tools for the Sales Professional

Be Aware there are 9 phases in each cycle

Recognize which phase the buyer is in

Align yourself for SUCCESS

Thank You“From the Page to the Stage”

The Anatomy of a SalePresented by:

Tim Dumas Martin Brossman