SPANCO Process

Selling is an art of good customer relationship and influencing the customer to buy or avail a service based on his/her requirement. It has to be combined with the necessary factors for success, motivation, incentives, training, etc. not forgetting the methodology. They are many processes in sales, I would like to share the one I learnt from my seniors at work .They follow a process which tells everything about sales and how it works on.

“SPANCO” stands for:

•Suspect - Definition of the target
•Prospect - Identification of the lead
•Approach - Analysis Evaluation and qualification of requirements, identification of the solution
•Negotiation - Negotiation process
•Closing - Finalization of the order
•Order Ongoing - Account follow-up (up and cross-selling, etc.) Order management and sales monitoring

SPANCO enables organizations to display sales figures with KPI's (Key Performance Indicator as well as to generate, manage and convert leads into customers. Areas of difficulty which may arise in terms of the various phases will be clearly highlighted, so that corrective action will be all the more effective and thus improve the performance of your sales department.

Following this method will help sales people to bring more sales to their company and improve their sales skills. Many organizations insist on this method to their sales people to increase sales. My organization follows this method and found very useful in bringing more customers and sharping the sales skills of the employees.