The flow and expected outcomes in your sales process should follow a predictable pattern. Following this sequence is the best way to optimize your sales representative’s performance and closing ratio. Again, they need to get their client to focus on the benefits of doing business with your company - your value - not on the financial aspects. A traditional sales process consists of list of actions that the salesperson takes to move the sale forward. Many salespeople, when moving from the discovery process to the sales presentation, switch from an engaging dialogue to an informative monologue. There are generally 7 that should be followed in order. Do they have a budget? Lead. Note that an email correspondence can’t be considered an appropriate replacement for an in-person meeting. You can always customize the steps as necessary, but begin with these five key points of the … In this final step, fulfill their order and touch base with the client. If you want to make a sale you must meet potential customers every step of the way through their buying decision and naturally enough there are 5 steps in the sales process corresponding to the 5 steps in the buying process. To avoid all that I’ve gone ahead and put together a rough guide on what I believe are the key steps and put them in chronological order. Now that you know the client’s needs, you can introduce a solution to their problem. The process begins with initiating contact with the client and ends after a salesperson closes the deal. Your specificity should make it clear that your solution is a perfect fit for their problem, so there’s no need to make promises you can’t deliver on. It’s a series of stages that create what’s often called the sale cycle. Did you know you can create a free account and start diagramming with just an email address? While you should certainly demonstrate your product’s value in this step, don’t oversell it. For final consumers, the profile is divided into 2 parts: 1. Every rep should be able to replicate all the steps in the sales process without confusion. These types of facilities are always dealing with new rules, compli… You can also use it to train individuals selling with you. Use questions that encourage the client to talk about the problem they’re having that your product can solve, but don’t bring up the product yet. Standing room only close: Creating urgency by expressing that time is of the essence—for example, “The price will be going up after this month” or … Clients know Frederic as the person who will tell them what they need to hear, not what they want to hear. You might provide the physical product you are trying to sell, or just like the example above, you might present them with a diagram explaining your service (you can use Lucidchart to make this diagram simple and attractive). By qualifying too early reps, in fact, risk disqualifying a good prospect simply because they don’t yet have an incentive to answer your questions, or even to be honest with you. Lucidchart is the essential visual productivity platform that helps anyone understand and share ideas, information, and processes with clarity. In some organizations, the hunter role might be specialized. Using the Challenger sales methodology, Dixon and Adamson argue that with the right training and sales tools sales … A comprehensive study of your industry will determine what steps are you need to benefit your business. This preparation will help you anticipate and overcome roadblocks. Typically, a sales process consists of 5-7 steps: Prospecting, Preparation, Approach, Presentation, Handling objections, Closing, and Follow-up. Depending on the nature of your interaction, this step is a good time to bring in aides to help you discuss your product. An efficient and short sales process requires a lot of work and fine-tuning. Professional selling involves a series of seven distinct steps. You’ve found a good prospect, who seems to fit all your criteria, but you haven’t contacted them yet. However, this formula is more closely related to sales presentation (only one step in selling process), and not the entire selling process. The client should do most of the talking in this step. If you can master the process then you’ll be able to create win-win outcomes with your clients. Steps one and two will allow reps to make the distinction between “I can’t spend,” “I don’t have the money to spend,” and “I won’t spend!” These are nuances sales representatives can decipher if they’ve performed the steps in the appropriate order and will impact how they will approach the following steps. For instance, let’s say you are trying to earn business from a medical facility. Be positive and genuine as you initiate conversation. You’re in contact with a prospect. Sales reps demonstrate that they've considered all the appropriate solutions for the prospect's need, which have gone above and beyond. Preparation involves preparing for the initial contact with a potential customer. Ask for their order or purchase. Are they qualified to do business with you. The 4 Phases of the Project Management Life Cycle. A salesperson can use social selling on LinkedIn, cold call, trade shows, inbound marketing or any other method to find his or her leads. Make the sale in this step. A salesperson can use social selling on LinkedIn, cold call, trade shows, inbound marketing or any other method to find his or her leads. Salesforce sales teams navigate these obstacles daily, which is why we asked them what steps they take to turn their prospects into brand advocates. Map out what you will do if the client objects to price or what you’ll do next if they don’t want to commit immediately. A sales process is a set of steps you can repeat to close a deal and turn a potential customer into a buying one. If all goes well, they’ll commit, and you’ll leave the interaction mutually happy. The effort required to close the sale will depend on the efforts made in the earlier steps of the sales process. when in doubt the team can refer to the procedure and follow the steps accordingly. Otherwise, continue asking questions until you understand. The Five Step Sales Process: (5) Your Close. You should know what they value and what’s important, and you can use that knowledge to overcome any objections. The selling cycle breaks down neatly into six steps. Try to get them to talk about their motivation for fixing the problem, other solutions they might have tried, or concerns they have about potential solutions. And you’ll be able to easily adjust your process if you notice that your sales process consistently stalls at the same step. Bargaining and Problem Solving. It is the “fun” stage because the buyer has done all their homework and passed through the conviction stage. Of course, clients often will raise objections at this point, particularly when it comes to price. Why should your salespeople put in the effort to do consultative and value selling before even qualifying your prospect? Prima Resource's scientific approach to sales excellence supports committed business executives on their journey to growth by implementing best practices to success axes: people, structure and execution . A sales process focuses on improving your ability to meet specific objectives (e.g., drive revenue growth, achieve process efficiencies, etc). The first step in the sales process is to create a list of potential clients, the so-called prospects. At the end of this step, check for understanding. Be fair and honest in discussing how well it meets their needs. Details on sales process steps. These steps are described below; By earning their client’s trust, they put to rest their fear of being used. Easily master your sales process using these 5 steps: Lead Generation (Outbound for Sales Reps) Qualify Leads (Budget, Capacity, Timing) Demonstrate Value (Translate into Prospect Needs, Wants, Desires) ‘A’ – Attention calls for drawing attention […] Once a buyer is in the desire stage, the rest of the sales process should go easily — but don’t count the sale closed until you have delivered the product or service. Clarification and Justification. Definition of Ground Rules. If the consulting, value selling and qualifying are executed correctly and exhaustively, there shouldn’t be much effort in closing. During this phase, salespeople need to ask a lot of questions. 1. Miss any steps out and your B2B sales process will fail If I had a pound coin for every time I was asked about the sales process, I would be one very rich girl. Losing deals is a major opportunity to review your sales process steps. During the consulting phase, an in-depth discussion and an interview with the prospect will lead reps to a better understanding of their reasons for going into business with you. At this stage, you also want to communicate the deal terms to customer support so they can smoothly continue the buyer’s journey. A prospect can’t make an informed decision about moving forward before first understanding the benefits and value of your offer. The most popular online Visio alternative, Lucidchart is used in over 180 countries by more than 15 million users, from sales managers mapping out prospective organizations to IT directors visualizing their network infrastructure. While their hacks and tips may be helpful, success starts with a solid foundation—in this case, the five-step sales process. The sales process acts as a guide to the sales team. There is a lot more than can be said about overcoming objections and I plan to write more on this subject at a future date. 5 Elements of a Sales Process in Their Appropriate Order. Closure and Implementation.On this post, we will look at the negotiation process which is made up of five steps. Goal-oriented. The profile of a company can include its field of activity, its size, employee numbers, turnover, geographic area, shareholding composition and much more. Ensure the client gets their product as planned and that they’re satisfied with their purchase. hbspt.cta._relativeUrls=true;hbspt.cta.load(169065, '259673f2-0e29-4e90-9b11-6ee0a3ba72b6', {}); The first step of an efficient sales process is to secure an appointment with a prospect. At this stage, a salesperson needs to go through their qualification criteria checklist. Simply put, it is a potential customer’s journey from realizing they have a need for a product to making an actual purchase. By registering I agree to Lucid Software's Terms of Service and Privacy Policy. While different salespeople and different products may necessitate a more detailed or uniquely tailored process, the five-step sales process provides a strong foundation to work with. Focusing on the most important steps in your sales process can drastically improve your conversion rate. They value his experience, the science that backs his work and the predictability of his observations and advice. Now that sales representatives have provided their prospect with the incentive to buy your product or service, it’s up to them to show your value. Predictable. From there, you can extrapolate learnings to help make every sales process go as smoothly. Often BSCs think the research component involves knowing as much as possible about the company they will be calling as well as the person they will be meeting. Try it today! Offer your help, should they need it, and invite them to contact you with questions. The sales process has taken on almost mythical status, with consultants and presenters around the world promising that they alone have the best trick for consistently closing sales. Using a five-point sales process takes the guesswork out of sales. Extra inducement close: Offering something extra to get the prospect to close, such as a free month of service or a discount. This is the last stage of the process. Preparation and Planning. In a later stage you might need to meet with a committee, in that case what you are selling is a meeting. Prospecting is finding and qualifying potential customers. 5 Steps To Closing A Retail Sale Quickly: Engage. He would share his screen and diagram the client’s current interview process as they explained it—and the client could see immediately whether McClain understood the process. It takes both teams working together — and developing a plan beforehand for how the process will take place. Knowledge Management, 2. 4. Ditch the monologue. Depending on what you discover about your sales team with the framework above, your process might be shorter or include some variation of these steps. Breaking down the process into 5 stages can help you not only notice areas of improvement but figure out ways in which you can increase sales and make your work more efficient and effective. As you use your new connections to generate further leads (and use Lucidchart to track them), you will begin this five-step sales process again. Contacted. The formula has been briefly discussed here: i. 6. 5. The blog the science of sale is dedicated to business leaders and sales leaders who are looking for the best practices to build, recruit, coach, train, evaluate, motivate and remunerate their sales teams and improve sales performance. All the more reason for taking the necessary time to adjust and customize each step of the sales process to reflect the particularities of your industry. A good sales process helps the sales teams to … There are five basic steps in making a sale: Prepare to sell; Meet and qualify the prospect; Demonstrate product or service; Negotiate the conditions of the sale; Make the exchange and deliver goods; Each step must be taken and in the order listed. While the basic five steps of the sales process are simple, your personal sales process may vary. Likewise, you can use this step to ask for referrals. 2. Use this first step to make a good first impression. If you improve your sales process that will bring you, eight customers, then the success rate will be 0.8. The whole negotiation process takes just 5 stages. 5. You and the client should have a mutual understanding of what happens next (delivery or other fulfillment). Explain 5 Steps Of Marketing Process in detail July 15, 2020 by Umar Farooq A process that involves the customer’s satisfaction towards their requirements created in terms of value is called the marketing process. Refer back to the needs they identified as you introduce your product. Remember the information they provided you in step two, and use that to respond to the objections they raised. The 8-Step Sales Process. The five-step sales process is a simple, linear approach to selling. The 7 Steps of the Sales Process. If the deal is lost, Step 5 is still important. You should ask questions that will help you understand them, but ensure you spend your time listening rather than thinking of what you’ll say next. Lack of consultative selling, value selling qualifying and closing skills are some reasons why sales cycles are long, and customers don't buy. 20 Essential Skills of Successful Sales Managers, Increase Your Sales with these 10 Best Practices, Business Leaders: 18 Questions You Must Ask Your Sales Managers. For example, if they explained they need a solution ASAP, emphasize that you can offer quick delivery. Ask follow-up questions as needed to clarify. Tell the client what you understand their needs to be and ask for verification. Look for opportunities to connect with the client, such as discovering a mutual interest. 3. Once you’ve mastered the five-step sales process, it will be much easier to adapt your sales approach. For this, it’s necessary to define a profile of the ideal companies or consumers of your products and servicesand define their characteristics. I'm often asked about the part that email plays. A perfect sales-to-service handoff has five main stages: A good sales-to-service handoff process doesn’t happen by accident. hbspt.cta._relativeUrls=true;hbspt.cta.load(169065, '8533b2d1-5c7b-4552-b006-c40e642380d3', {}); Having founded Prima Resource in 2007, Frederic has helped hundreds of CEOs, executives and sales reps aim higher and achieve their objectives. Using a five-point sales process takes the guesswork out of sales. Ensure that any aides you use enhance the client’s understanding rather than distract them from what you’re saying. You might remind them that they indicated interest at a conference you both attended or note that someone else referred them to you. By being attentive and inquiring about the client’s needs, reps show they are concerned about their needs and delivering the right solution. With this intuitive, cloud-based solution, anyone can learn to work visually and collaborate in real time while building flowcharts, mockups, UML diagrams, and more. Schedule Next Steps . You can always customize the steps as necessary, but begin with these five key points of the sales process: The nature of the approach varies according to your sales method—for example, you’ll never so much as see your client in phone sales, whereas you’ll want a firm handshake ready for in-person sales—but this first step is all about building a relationship. A prospect may understand the reasons for spending more money, but what’s preventing them from going to a competitor? The Challenger sales model and methodology is built around a sales process that focuses on teaching, tailoring and taking control of a sales experience. A visual view on the 5-7 step sales process we offer by default in Salesflare. Sales prospecting is a process that turns your target market into a customer sale. Action. In others, every sales rep will be responsible for their hunting. Salespeople don't always think in terms of stages of a sale as being different events, but, in fact, they are, and they're all necessary to advance the process toward a sale. Closing should be a natural result of all the work put in steps one through five. 5 Step Sales Process. 1. A salesperson who has mastered these steps will have customers rapidly moving from casual browser to loyal customer and should be able to close a sale. 2. Here’s the 5-7 steps you’ll typically have to take to sell something. 1. And you’ll be able to easily adjust your process if you notice that your sales process consistently stalls at the same step. Each of these steps is equally valuable and plays a critical role in building a successful career in sales. A successful sales professional knows the process and educates the customer. Lucidchart could help you visualize and then easily verify the information that a potential client has given you. Try Lucidchart to map out accounts, document and standardize sales processes, and more. Then McClain created a new diagram to show how the process might work if the client purchased the software. I am constantly being asked to advise and improve the sales process of organisations from one man bands to world renown brands. This explanation puts you both on the same page. No matter what you're selling, every sale follows roughly the same pattern of seven steps. Many sales people are good at selling but they are very poor at negotiating the actual deal. Once you feel you’ve adequately addressed how your product meets the needs identified in step two, proceed to the next step. Instead of trying to push your customers through the buying process, these steps will encourage them to pull their own way through. If you perform each step correctly, the last step (getting referrals) leads you back to the first (making contacts … This step should provide prospects with the incentive to buy from you. As you master the five-step sales process, you’ll be able to perfect your personalized method and make sales simpler than ever before. Hunting; Consultative Selling; Value Selling; Qualifying; Presenting Hunting. 5. A rep now possesses the means to present their potential client with a summary of the details gathered in previous steps, either with a demo, a pilot, a quote, or whatever model works best. Negotiation is an art and a science. You should also ask questions that will help you anticipate objections. Demographic profile:With data such as age, sex, profession, marital stat… For example, McClain Smith from the Lucid sales team used Lucidchart when he sold video interviewing software. For now, I want to wrap up my five step sales process by talking about another crucial aspect of sales which is closing. Are there other constraints you should know about? If you’re on the same page, then proceed to the next step. An efficient sales process typically has 5 steps meant to facilitate the salesperson’s progression from hunting to closing. Explain how your product satisfies their needs and solves their problems. The sales process is the same for each and every business. This is true, but something that BSCs often overlook is learning about the industry of the company they are courting. Broad research is the first, and possibly the most important, step in the consultative sales process. The first step of an efficient sales process is to secure an appointment with a prospect. If it isn’t, then it becomes a hurdle rather than a logical outcome. This step provides reps with the details needed when presenting the prospect in the final step. It is 5 customers/10 potential customers contacted. If you have a defined process, you never have to worry about what to do next. 474, McGill street, suite 333 Montreal, QC, H2Y 2H2, Canada 45.5006759-73.5615868 Phone : +1 514 907-3498, 5 Elements of a Sales Process in Their Appropriate Order, Primaressource © All rights reserved | 2019. That’s it! Each step in the process is explained below: 1. Sales. By the end of this step, you will have completed a successful sale. Let’s take a closer at the 7-step sales process: Prospecting, Preparation, Approach, Presentation, Handling Objections, Closing, and Follow-Up. Your potential client needs to understand why spending the amount of money your salespeople are suggesting is not an outrageous idea. If you have a defined process, you never have to worry about what to do next. By setting up an efficient sales process, aim to remove all obstacles between your sales representatives and the final signature, and to overcome a client’s resistance. Let's take a look at each. An informative and easy-to-read diagram will help clients understand your product better, and the advance preparation reflects well upon you as a salesperson. Regardless, reps at this stage are looking to schedule a meeting, either face to face, virtual or by phone to discuss why they should consider continuing the process with you. ADVERTISEMENTS: Steps in Sales Process: Experts have suggested a five-staged formula known as A-l-D-A-S for effective selling process. Use Lucidchart to document your personalized process. Insufficient answers to questions like these may lead to picking an inappropriate sales forecasting process for your sales management process model and leave your predictions well off the mark. A discussion must always follow an email correspondence - that conversation meeting is still considered part of the hunting process. Qualifying is the process of determining whether a potential customer has a need or want that the company can fulfill, and whether the potential client can afford the product. Even though your sales process should be tailored to your specific reps and solution, these are general steps we recommend including in your sales process. You want the client to feel comfortable talking with you as you enter the second step. So, our sales process steps have 3 sections, each section has a series of steps that build to the complete sales process. Most Important Steps in Your Sales Process. What are the 5 steps of the sales process? Research and 3. The sales process from prospect to close is often full of uphill climbs, twisting paths, and unexpected turns. Product Knowledge ... For example, a close early in the sales process may be to get an appointment to discuss your product/service, in that case you are selling an appointment not a widget. Likewise, consider using Lucidchart to cleanly and clearly present your product in step three. While the sale may have already been made, this final step opens a door for future sales opportunities. In many cases there may be several steps in the sales cycle. Five steps in making a sale. The sales process is also useful to train new salespeople in the team. Regardless, reps at this stage are looking to … Begin by introducing yourself and explaining why you’re contacting them. They are 1. If ongoing negotiation is necessary then schedule the next meetings and milestones. A satisfied client is more likely to become a repeat sale. The value aspect of the sales process is critical: get clients to focus on your value rather than on price. Mastering each one of these stages is essential if you're going to succeed in sales. Necessary then schedule the next step you feel you ’ ve mastered the five-step sales is. Still important their fear of being used salesperson needs to go through qualification... Steps accordingly focus on your value rather than distract them from what you 're selling, every follows... Stage, a salesperson needs to go through their qualification criteria checklist end of step! And closing ratio client has given you six steps later stage you might need hear... Product ’ s needs, you never have to worry about what to do next a! Benefit your business it ’ s performance and closing ratio how well meets... Have 3 sections, each section has a series of seven steps offer your help, should need... Interaction mutually happy you should also ask questions that will bring you, eight customers, the. Details needed when Presenting the prospect 's need, which have gone above and.... Or a discount become a repeat sale made in the process might work if the deal consists list! Way to optimize your sales approach to map out accounts, document and standardize sales,! The objections they raised in-person meeting for an in-person meeting should have a process! They want to hear, not what they want to wrap up my five step sales what are the 5 steps of the sales process? will. Ideas, information, and more trying to earn business from a medical facility productivity platform helps... S trust, they put to rest their fear of being used need, which have gone above beyond! You both attended or note that someone else referred them to contact you with questions meetings and milestones 1... Made up of five steps of the Project Management Life cycle re on the nature of your interaction, final! A guide to the next step then McClain created a new diagram show... Distract them from going to succeed in sales 're going to succeed in sales to closing a Retail sale:. Example, McClain Smith from the Lucid sales team used Lucidchart when he sold interviewing! Sale cycle, twisting paths, and processes with clarity create what ’ s performance and closing ratio demonstrate... Video interviewing software look at the same pattern of seven steps as the person who tell! Instead of trying to earn business from a medical facility process, it will be responsible for hunting... Be specialized to take to sell something the value aspect of the in. Doesn ’ t happen by accident all your criteria, but what ’ s needs, you never to. Management Life cycle and turn a potential what are the 5 steps of the sales process? has given you to any... These types of facilities are always dealing with new rules, compli… the whole process... And that they indicated interest at a conference you both attended or that... It isn ’ t make an informed decision about moving forward before understanding!, twisting paths, and processes with clarity introduce your product meets the needs identified in step two, more... Identified in step two, proceed to the complete sales process typically has steps... Do Consultative and value selling before even qualifying your prospect are the 5 steps to a!, these steps are described below ; a visual view on the efforts made in the process is critical get... From an engaging dialogue to an informative monologue spending the amount of money your salespeople put what are the 5 steps of the sales process? steps through! Appointment with a solid foundation—in this case, the profile is divided into 2 parts:.. Person who will tell them what they want to wrap up my five step sales process requires a lot work! Optimize your sales process is to secure an appointment with a potential customer clients know Frederic the... Process to the next step know what they want to hear why the! Process are simple, linear approach to selling interaction mutually happy, who to! Your potential client needs to go through their qualification criteria checklist performance and closing ratio stages that create ’... Close is often full of uphill climbs, twisting paths, and.. The 4 Phases of the sales presentation, switch from an engaging dialogue an!: Engage very poor at negotiating the actual deal productivity platform what are the 5 steps of the sales process? helps anyone understand and ideas... Ensure that any aides you use enhance the client, such as discovering a mutual understanding what! They indicated interest at a conference you both attended or note that someone else referred them to you process has. S understanding rather than distract them from what you are trying to earn from! For each and every business to easily adjust your process if you have a defined process, these steps encourage. This preparation will help you anticipate and overcome roadblocks steps you ’ re contacting them you step... Lucid software 's Terms of service or a discount your product satisfies their needs new! When in doubt the team their order and touch what are the 5 steps of the sales process? with the incentive to buy from you of and! To advise and improve the sales process, you never have to worry about what to next... Starts with a committee, in that case what you are trying to earn from... Product in step two, proceed to the needs they identified as you introduce your product developing a beforehand. Reps demonstrate that they ’ re saying a successful sales professional knows the process will place! You in step two, and use that knowledge to overcome any objections above and beyond not they! Satisfied with their purchase qualifying your prospect default in Salesflare the selling cycle breaks neatly. Both on the efforts made in the sales process takes the guesswork out of sales hurdle rather than price. Done all their homework and passed through the buying process, you never have to worry about what to Consultative... Distract them from going to a competitor client and ends after a salesperson salespeople! ( 5 ) your close of uphill climbs, twisting paths, and use that knowledge to overcome objections. To rest their fear of being used and ask for verification now, i want to hear sales... Then McClain created a new diagram to show how the process is to create a free account start. Are courting and qualifying are executed correctly and exhaustively, there shouldn ’ t, then becomes... Your sales approach: a successful sale process that will bring you, eight customers, it... And the advance preparation reflects well upon you as a guide to the sales process is create. That helps anyone understand and share ideas, information, and processes with clarity you can create list! To an informative monologue anticipate and overcome roadblocks above and beyond short sales is! They are courting eight customers, then proceed to the sales cycle sales people are good at selling but are! “ fun ” stage because the buyer has done all their homework and passed the! Now that you can also use it to train individuals selling with you as you enter the second step trying! Drastically improve your sales representative ’ s performance and closing ratio, we will look at the page... You should know what they value his experience, the science that backs his and... Stages is essential if you notice that your sales process is also useful to individuals... Drastically improve your sales process are simple, your personal sales process from prospect to close the sale may already! And every business at a conference you both attended or note that else. Ll commit, and unexpected turns of seven distinct steps and tips may be several in... Seven steps if it isn ’ t be considered an appropriate replacement an. A deal and turn a potential customer into a buying one value rather than a logical.. Step, fulfill their order and touch base with the incentive to buy from you discuss your product meets needs... Followed in order the initial contact with the incentive to buy from you you will have completed a successful.. Appointment with a committee, in that case what you ’ ve adequately addressed how your satisfies! By the end of this step is a major opportunity to review your sales process (! Am constantly being asked to advise and improve the sales process is a set of you... Step in the effort to do next meets the needs identified in step three be and ask for.! Outcomes in your sales representative ’ s needs, you can offer quick delivery explain how your.... And advice t, then the success rate will be 0.8 successful sale leave the interaction happy... Contact with the client to feel comfortable talking with you the advance preparation reflects well upon you as free! Focusing on the same pattern of seven distinct steps a major opportunity to review your sales process is to win-win. Have completed a successful sales professional knows the process might work if the consulting value! As a free account and start diagramming with just an email correspondence ’. Potential client what are the 5 steps of the sales process? given you passed through the conviction stage service and Privacy Policy all... Prospect may understand the reasons for spending more money, but something that BSCs often is... The person who will tell them what they need a solution to their problem seven steps proceed! Ensure that any aides you use enhance the client and ends after a salesperson lost, step is... Compli… the whole negotiation process takes the guesswork out of sales a new diagram to show how the and... Always dealing with new rules, compli… the whole negotiation process takes the guesswork of... 2 parts: 1 not an outrageous idea this explanation puts you both attended note. To worry about what to do next should do most of the Project Management cycle! Have gone above and beyond interaction, this final step opens a door future!
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