In the SalesGame,
professionals follow a six-stage sales process
that enables them to explore the lead, shape the service, close the sale, and
ultimately, measure client enthusiasm. It is client-centric and service
oriented, and as indicated in the Goal of the Game, the focus is having an
enthusiastic client.
One of the most beneficial aspects of this framework — this core business
development process for professionals — is that it is universal. It can be
applied to all new business opportunities whether the attorney, accountant,
consultant, engineer or any other professional is pursuing a major prospect or
handling a simple request for additional services from a long time client. When
pursuing a potential client, it may take professionals years to move through
these six stages. When dealing with a client that a professional has served
several times before, it may only take a short phone call to move from a lead to
a closed opportunity.
Regardless of the type of opportunity or the time that is involved,
professionals will be more effective and efficient if they know where they are
in the SalesGame and what they have to do to move ahead or "to advance the ball"
as one client once described the task. Success can be measured in terms of
progress as well as results. Referencing a core process enables them to achieve
not only a sense of accomplishment, but also long-term, sustainable results.