Question

There are five stages in the STWW sales process - What are these five, and What is a base level explanation of each?

A) Attention, Interest, Desire, Action, Satisfaction
B) Discovery, Understanding, Connection, Presentation, Closure
C) Introduction, Development, Presentation, Negotiation, Closing
D) Awareness, Interest, Decision, Action, Loyalty

Answer 1

The STWW sales process includes the stages of Stop to strategize, Think to tailor the approach, Watch to observe reactions, Action to execute the sale, and Win to ensure mutual satisfaction. It is focused on a win-win outcome with significant planning and reflection throughout the stages. The correct answer is option C.

Step-by-step explanation:

The five stages in the STWW (Stop, Think, Watch, Win) sales process are:

1. Stop: This is the introductory phase where sales professionals stop to consider various aspects of the potential sale. They focus on the 5 W's: Who is involved, What do you want to accomplish, Where you need to go, When it needs to be accomplished by, and Why it is necessary. It's about pausing to plan strategically before engaging with a client.
2. Think: The thinking stage involves strategizing and coming up with a tailored approach for the client after considering their specific needs and preferences. It is akin to the Discovery and Understanding stages in other sales process models, where the salesperson acquires important information about the client.
3. Watch: In the watch phase, the sales professional observes the market and the client's reactions to various proposals. This stage is crucial for adjusting the sales strategy to the client's needs, similar to the Presentation stage in other models.
4. Action: This is the execution phase where the salesperson takes action based on the information they have gathered and the strategy they have developed. It corresponds with the Negotiation and Closing stages of other models.
5. Win: The final stage focuses on ensuring satisfaction for both the buyer and seller, aiming for a win-win outcome. Satisfaction from the buyer comes from belief in the value and information clarity about the product or service. It's essential to reflect on the deal to understand what worked and what can be improved for future sales encounters.

Overall, the STWW sales process is a cycle of planning, preparation, observation, action, and reflection aimed at achieving successful and satisfying transactions for both sides involved The correct answer is option C.