Here is the sales funnel approach that I have used for a number of years. There is a lot of variation in the stages - particularly around steps 4 -7 as this is where most sales fail. Early in my sales career I was told to concentrate all of my effort just in getting the person up to the next stage of the ladder and not to try and jump steps.

1. Potential Opportunity Potential sales opportunity

2. Initial communication First contact with the prospect (fax, letter, email)

3. First discussion First exchange of dialog with the customer

4. Solution analysis Gather and analyse information in order to understand their requirements

5. Proposal of solution Presentation of the proposed solution

6. Customer evaluation Customer Evaluation of the proposed solution

(Usually followed by a period of objection handling)

7. Negotiation Negotiate acceptable terms (price, delivery, quantity)

8. Verbal commitment Customer has agreed to move the sale to a level of closure

9. Written order Purchase order received

10. Solution delivery Work is in progress

11. Invoice Invoiced but not received

12. Paid Customer has paid the bill