A Journey into the Stages of the Sales Process
LeShane Greenhill
August 24, 2023

All small business owners want to grow their business, but few take the time to develop a sales and growth strategy. Journey with us over the next few weeks as we dive deep into the stages of the sales process and the impact of AI. Understanding the stages can increase your chances of closing deals. During our journey, we will also discuss two very important documents that you should develop: Value Proposition and Ideal Customer Profile.

Here are the six common stages:

  1. Prospecting: Identify potential customers who could be interested in your product or service. You can do this by researching online, attending industry events, or cold calling.
  2. Qualification: Determine if a potential customer is a good fit for your product or service. You’ll need to understand their needs and pain points, and determine if your solution can solve their problems.
  3. Pre-approach: Research the potential customer and develop a plan for how you’re going to approach them. You’ll need to understand their needs and pain points even more deeply at this stage, and tailor your approach accordingly.
  4. Approach: Make contact with the potential customer and start building a relationship. You’ll need to be clear about your value proposition and why your product or service is the best solution for their needs.
  5. Presentation: Present your product or service to the potential customer. You’ll need to be clear about the benefits of your solution and how it can help them solve their problems.
  6. Handling objections: Address any objections that the potential customer may have. You’ll need to be prepared to answer their questions and address their concerns.

To improve your sales process:

  • Understand the stages to know how to navigate each step.
  • Be ready to address objections and answer questions.
  • Don’t hesitate to ask for the sale.
  • Follow up after the sale to ensure customer satisfaction.


The sales process is a complex but essential part of any business. By understanding the different stages of the sales process and how to improve your approach, you can close more deals and grow your business. Before digging deeper into the stages we will cover the importance of Artificial Intelligence, an Ideal Customer Profile (ICP) and Value Proposition (VP).

Next Blog: How AI is Changing Sales

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