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LinkedIn Learning

Creating Your Sales Process

via LinkedIn Learning


Learn the essential 10-step framework at the heart of any effective sales process.

The sales process is the foundation for sales success. There are many methodologies and theories, but every process is based around the same basic steps. This course provides a 10-step framework that can be followed no matter what program you may use in the future: from assessing need and presenting a product or service to closing the sale and reporting back to your company. Sales leader and coach Dean Karrel concentrates on sales development—gathering information to evaluate potential clients and aligning the products or services that can be offered—and continuous improvement. These investments make the actual sale the easiest step of all! By customizing the complete framework, you will be able to create a solid sales process that works for all your accounts.


  • Sales and the sales process
  • Steps of the sales process vs. methodologies
1. Developing the Sale
  • Prospecting
  • Planning, researching, preparing
  • Sales discovery
  • Solving with a product or service
2. Making the Sale
  • Presenting and selling
  • Handling objections
  • Closing the sale
3. After the Close
  • Delivering on promises
  • Following up with the customer
  • Reporting and communicating back to the company
4. Continuously Improving Your Process
  • Continually improving the sales process
  • Learning about sales methodologies
  • Wrap-up and next steps

Taught by

Dean Karrel

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