SPANCO Sales Mantra For Success Training Ppt

Slide 1

This slide describes the SPANCO (Suspect Prospect Approach Negotiate Closure Order) phases of the sales process. It emphasizes that SPANCO is an abbreviation for the six stages of a typical sales cycle, which occur throughout the entire sales process. Xerox provided this framework to the sales community.

Slide 2

This slide discusses the suspect phase of the SPANCO sales process. It emphasizes that lists of leads believed of being potential customers are identified as suspects. However, it is unclear whether the leads are interested in purchasing the product offered at this point in the sales cycle. It also states that during this phase, a salesperson must study a specific account or customer, gather information such as contact persons, authority, and the company's ability to pay, and conduct a needs-assessment of the customer.

Slide 3

This slide explains the prospecting phase of the SPANCO sales process. It emphasizes that at this stage, only a few prospects are chosen from a large pool of suspects. Prospects are prospective customers who expressed an interest during the suspect phase.

Slide 4

This slide discusses the approach phase of SPANCO sales process. It emphasizes that you will meet with the clients identified during the prospecting phase, virtually or in person. At this stage, the salesperson attempts to identify the client's requirements, analyze these, qualify leads, and present a solution from their offerings. It also emphasizes that this occurs over a number of days, with multiple meetings for need identification, sales presentations, and so on.

Slide 5

This slide explains the negotiation phase of the SPANCO sales process and emphasizes that negotiation is a critical stage of the sales cycle because it can make or break a sale. Bargaining on product or service features, pricing, and so on begins at this stage. The salesperson must also consider his profit margin and which product would be most beneficial to the customer. By this point, the salesperson should be familiar with the competitor's products and details.

Slide 6

This slide mentions the closure phase of the SPANCO sales process, and it highlights that the client would agree to the deal's or contract's terms and conditions at this stage. When the customer signs the contract and completes all necessary formalities for issuing a purchase order to you, the deal is considered "close." 

Slide 7

This slide explains the order phase of the SPANCO sales process. It emphasizes that the salesperson must pick up the order (Purchase Order) from the customer after agreeing on the terms and conditions, including payment and delivery schedule. Once a Purchase Order (PO) is issued, the salesperson must deliver it to the appropriate Operations Department or Delivery Team. The Delivery Team assumes the client's responsibilities. This is the end of the sales cycle for that specific deal. It also states that this stage also includes cross-selling, meaning promoting the purchase of anything besides the primary product.