7 steps of the selling process

1. PLAY. Adapted from Michael R. Solomon, Greg W. Marshall, and Elnora W. Stuart. is the “doing your homework” part of the process. The Seven Steps of the Sales Process Open any book on successful sales processes or visit any website blog devoted to the sales process, and you will likely find a list of steps to success. It’s a simple but logical framework that has been the accepted model for almost a hundred years.William C. Moncreif and Greg W. Marshall, “The Evolution of the Seven Steps of Selling,” Industrial Market Management 34, no. Why? T he skill of selling is an elusive art. Maybe you received a promotional offer in the mail, your friends on Facebook have had good things to say about a particular gym, or you picked this club because it’s close to home. … Additional note: It’s important to hold some follow up ammunition in reserve. him as a prospect, or determine whether he has the desire and ability to buy the product or service. This is the point where the potential gym member signs her membership agreement, the restaurant owner decides to purchase the ovens, or your friend says, “Sure, let’s go camping next weekend!” Sometimes a salesperson has to make several trial closesAn attempt to close the sale. This PowerPoint template is adaptable to every salesperson. First: Ask questions and focus on helping the customer. Prospecting, just as the word implies, is about searching for new customers. “I’d like to go” your friend says, “but I’ve got a big project I need to finish at work, and I was planning to spend some time at the office this weekend.”, “That’s no problem,” you tell him. Preparation. This is why the needs assessment is so important and why it will ideally flow in and out of this step. This is a very important step in the entire sales process as the deal can either break or close at this step. Sales people need to draw a checklist of information they are required to have during the pre-approach stage: 1. Third:Pause before you reply to show the customer you are carefully considering his words or answers. After all, spending an hour discussing the capabilities of your company’s ovens with a lead that is about to go out of business would be a waste of time. — The Lost Puppy Close. It lays out a repeatable series of steps a salesperson takes to turn an early stage lead into a new customer. Product Knowledge — The If-Then Close. The most important element in this step is to create a profile of existing customers. Good follow-up helps ensure additional sales, customer referrals, and positive reviewsDave Dolak, “Sales and Personal Selling,” http://www.davedolak.com/psell.htm (accessed June 10, 2009). There are two key ingredients necessary to sell anything, knowledge, and confidence. In large part, closing is about discovering obstacles. You need true conviction to persuade another person into buying it. The process of selling involves the following steps: (i) Pre-Sale Preparations: A salesman has to serve the customer and must identify a customer’s problems and prescribe a suitable solution. And now, let’s cover all the peculiarities of the sales process steps with examples.. 7 Sales Process Steps: Your Ultimate Guide. Figure 7.1 Seven-Step Selling ProcessAdapted from Michael R. Solomon, Greg W. Marshall, and Elnora W. Stuart, Marketing: Real People, Real Choices, 5th ed. Product Knowledge For final consumers, the profile is divided into 2 parts: 1. (There is probably a middle road too, but you get the idea.). Having a stable of collateral materials gives you reason to follow up. Your journey through the sales process starts with these 7 steps. A sales process is a template for achieving sales objectives and replicating a desired level of performance by sales reps. Here is the secret process of getting the most from solution selling. The Presentation What do you think is good about this approach? This PowerPoint process template gives salespeople the power to effectively sell consumer products. The Close Then, you sit down to discuss pricing options and payment plans. The selling process A sequence of steps that builds a framework for selling. 1 (2005): 14, 15. Why not skip the process and sell to HomeGo. The five-step sales process is a simple, linear approach to selling. After some conversation, she asks if you’re satisfied with your commercial ovens. Remember, by using effective listening you are building trust. 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. While the basics of the selling process have remained the same over the years, the methods of communication and the way people interact are quickly evolving with the use of the interactive capabilities on the Internet by customers and salespeople alike. Match. Prospecting and Qualifying. Copyright © 2018. If you consider your product/service in terms of how it benefits the customer, your presentation will be a focused and relevant dialogue rather than a self aggrandizing monologue. However, to begin to profit from solution selling, you need to master these Four Steps to Solution Selling. This is why it’s important to get agreement on some next step each time there is contact. Do not be satisfied with “we’ll get back to you”, where is the agreement in that? This technology allows salespeople to learn more about their customers at each step, and therefore provide more relevant and powerful solutions to customers at each stage of the buying process (covered in Chapter 6 "Why and How People Buy: The Power of Understanding the Customer").Selling Power Sales 2.0 Newsletter, Selling Power, September 18, 2008, http://www.sellingpower.com/content/newsletter/issue.php?pc=868 (accessed June 21, 2010). This is arguably the most important step of the sales process because it allows you to determine how you can truly be of service. “So you like the model, you have use for it, it’s not too expensive!” This usually involves introductions, making some small talk, asking a few warm-up questions, and generally explaining who you are and whom you represent.Paul Cherry, Questions That Sell: The Powerful Process of Discovering What Your Customer Really Wants (New York: AMACOM, 2006), 21.,Neil Rackham, The SPIN Selling Fieldbook (New York: McGraw-Hill, 1996), 40. As salespeople, we have a tendency to complicate things too much. Think about eliciting information and advancing the sale (closing, step 6). Hesitations or concerns a prospect might have about the product or purchasing process. — The Process Of Elimination Close. Please fill out this form and I will get in touch with you shortly. The preapproachThe preparation and research a salesperson does before making the sales call. Take a look at some real-world selling examples below and how of each of the steps is used. 7 Steps to Selling Your Business. The first step in the selling process is prospecting —identifying qualified potential customers. Whether you’re buying a gym membership or a car, cell phone service or a new computer, the situation may be different, but the steps in the selling process will follow the same pattern. What eventually sold you on the product? You get a call from a salesperson who compliments you on the roasted chicken she had at your restaurant last weekend. … Agreeing on the terms of the sale and finalizing the transaction. The presentation should be tailored to the customer, explaining how the product meets that person or company’s needs. This PowerPoint process template gives salespeople the power to effectively sell consumer products. is a potential buyer. ‘A’ – Attention calls for drawing attention […] Explain the role of the seven steps of the selling process. Your sales figures rely on careful research and planning, authentic communication and tactical skills in persuasion and closing a sale. This is because the person-to-person approach allows for detailed explanation of products and any individual questions or concerns the customer has can be immediately addressed. Strategy is essential to selling and a huge part of this phase is around marketing and what needs to be done before you get in front of a prospect. In the B2B example, before the salesperson called the company, she had to find the company’s information somewhere—probably in a local business directory. The Needs Assessment A sales process typically constitutes of 7 key steps (the 2nd and 3rd steps are sometimes combined together to form a 6-step selling process) referred to as the 7 Steps of the (Personal) Selling Process or the 7 Steps of the Sales Process: PROSPECTING (QUALIFICATION): The process … In this stage, you find potential... 2. A leadA potential buyer for a product or service that has not yet been qualified. Selling process 1. In the broadest sense, prospecting is an ongoing process that everyone in the company (particularly the sales force) should be involved in. the difference between a mass mailing and a telephone call). Very often, a great lead turned customer was first discovered after being heard or seen in the news at a party, or event, etc. seminar attendance, brochure mailed, etc. By following these 7 easy steps, you get down to the roots of what selling is all about! Since you need a solution for your current ovens, you agree to set up an appointment with the salesperson. Ovens are a big expense—what happens if you aren’t satisfied with the product? Sales Process Steps Depending on the nature of business and different types of sales teams and reps; different sales teams follow different sales processes. But there is one elemental truth – if you don’t ask you don’t get. What other information would be important to gather at this stage? Closing is about advancing the sales process to ultimately get an order. If you’re a real estate agent selling a house and your customers are an older, retired couple, you won’t take them to see a house with many bedrooms, several flights of stairs to climb, and a huge yard to keep up—nor will you show them around a trendy loft in a busy part of town. The only way to do that is by asking lots of questions. Noting that “packet was mailed” or “attended seminar” or “inquired about model” is only half the information and not the most important. Technically these calls are part of follow up step 7, but let us address them in the context of a sales approach. (hint: who’s who, referrals). “I guess I didn’t do my job very well.”. It’s crucial that your sales reps show … Now that you have all the … The guide has recently been reviewed and updated with a … This is the follow-up e-mail you get from Netflix every time you return a movie by mail. This article contains seven specific steps to help you spur innovation in your company. After you present the product to your prospects, a middle-aged married couple, they tell you they are very interested but are concerned they might be out of town on some of the weekends when there are home games, and they don’t want their tickets to go to waste. 1. From the buyer’s perspective, the follow-up is the implementation step in the buying process. The important—and sometimes challenging—part of closing is that the seller has to actually ask if the potential customer is willing to make the purchase.William C. Moncreif and Greg W. Marshall, “The Evolution of the Seven Steps,” Industrial Marketing Management 34, no. Remember that in the B2B example, the salesperson knew important information about the restaurant beforehand. The Steps in completing the Sale. As you learned in Chapter 3 “The Power of Building Relationships: Putting Adaptive Selling to Work”, the sales process is adaptive, which means that each situation may be different and salespeople have to adapt and understand what is important to each customer and where each is in the buying process. The selling processA sequence of steps that builds a framework for selling. If you perform each step correctly, the last step … Gravity. Flashcards. The Fastest, Easiest Home Selling Process. This PowerPoint process template gives salespeople the power to effectively sell … The 7 Steps/Process of Personal Selling In Marketing Step 1: Prospecting. This is called the approachThe first few minutes of a sales call, during which the salesperson explains her purpose for coming and establishes a rapport.. There’s a good deal of preparation involved before a salesperson ever makes her pitch or presentationThe part of the sales call when the salesperson offers her solution for the prospect., but the presentation is where the research pays off and her idea for the prospect comes alive. Every sales rep, without a doubt, should be able to duplicate all the steps in the selling process. The sales process defines what specific steps you will take to convert leads into customers.. This is the step where you begin to build a relationship and the intelligence gathering continues (it started with prospecting). 7: Negotiation in the Sales Process. LVM = left voice mail.) This article will cover the typical seven steps or stages in that process, but remember that … Perhaps he is only an employee, not the manager, and he doesn’t have the authority to make the purchasing decision. Books have been written on this topic alone. by agreeing on the terms of the sale and finishing up the transaction.Thomas A. Freese, Secrets of Question Based Selling (Naperville, IL: Sourcebooks, Inc., 2003), 166. It can be easily printed for future reference. Written by Samuel Muriithi for Gaebler Ventures. The salesperson should ensure the clarification of doubts by following up with the customer. Buying routines … Imagine you run a chic new restaurant. Similarly, as a professional salesperson, you would almost never make a pitch right away; instead, you’d work to establish a rapport with the customer first. A potential buyer for a product or service; also referred to as a qualified lead. Terms in this set (10) Step 1 identifying the customers. Overwhelming your prospects with every piece of information you possess on their first request hampers your ability to stay in touch. Clearly, Hollywood has come to learn that this particular structure is the secret to keeping the audience’s attention, earning positive reviews, and selling movies. However, this formula is more closely related to sales presentation (only one step in selling process), and not the entire selling process. You know that her company is rated as one of the best oven manufacturers, so you tell her: the ovens are over ten years old, they take a long time to heat up, and they sometimes cook things unevenly. … The process of selling a product covers various steps like prospecting, pre-approach, approach, presentation, handling objections, closing & followup with customers. There are lots of ways to close, indeed closing a sale has become a science unto itself. No matter what you're selling, every sale follows roughly the same pattern of seven steps. You may adopt a single methodology to govern your entire sales process or apply different methodologies in each step of the sales process. Each of these steps is equally valuable and plays a critical role in building a successful career in sales. Manufacturers send literature, brochures and booklets to retailers so that their salespeople can become familiar with the construction, workmanship and uses of a product. As in the gym membership example above, this B2B selling situation follows the seven-step framework. Summarised using 7 simple steps, including information about essential business, financial, insurance, legal, succession planning and personal aspects of buying or selling a pharmacy. William C. Moncreif and Greg W. Marshall, “The Evolution of the Seven Steps,”. Innovation is often something academics write about but is hard to put into practice. is a lead that is qualified or determined to be ready, willing, and able to buy. Seeing the sale process in this light takes a little pressure off of each encounter and makes things a bit more manageable. This is to... 2. Step 3: Approach… Staying at the forefront of a prospect’s mind requires persistence and should not be confused with being bothersome. The Seven Steps of the Personal Selling Process Prospecting. It may turn out, even at this stage in the process, that the product doesn’t actually meet the customer’s needs. Mastering each one of these stages is essential if you're going to succeed in sales. Prospecting The 7 Stages of the Solution Selling Process posted by John Spacey , June 24, 2018 Solution selling is the process of selling the customer a solution to their problems as opposed to a product or service. Dave Dolak, “Sales and Personal Selling,”. It’s also important to distinguish between a lead, a prospect, and a qualified prospect. At this point, the customer is using the information that is being shared as part of his evaluation of possible solutions. Do you notice a pattern? As you learned in Chapter 3 "The Power of Building Relationships: Putting Adaptive Selling to Work", the sales process is adaptive, which means that each situation may be different and salespeople have to adapt and understand what is important to each customer and where each is in the buying process. 2. A potential buyer for a product or service that has not yet been qualified. Follow-up Or maybe he’ll say that while they don’t have kickboxing classes, they offer Zumba, which is a fun aerobic alternative. The 7 Sales Process Steps … “If I could demonstrate how an XYZ model provides you with, (things you know are important based on the prospect needs assessment) then would you be willing to… demo, rent, buy, switch, etc.” Test. Fourth:Question for clarification. The sales process from prospect to close is often full of uphill climbs, twisting paths, and unexpected turns. You’re interested, but you’re concerned that the ovens might not cook food evenly. Although intelligence gathering occurs throughout the sales process, it is at step four where it happens in earnest. This means you must think in terms of solving a prospects problem. With this step in the process, sales representatives... Pre-Approach. Mastering each one of these stages is essential if you're going to succeed in sales. After improving all the steps to a sale, perhaps seek the help of a master sales coach. 7: Negotiation in the Sales Process. What you are trying to sell at each stage may be different. Here are the 7 steps of the Sandler sales method: After you’ve made your sales presentation, it’s natural for your customer to have some hesitations or concerns called objectionsHesitations or concerns a prospect might have about the product or purchasing process.. Good salespeople look at objections as opportunities to further understand and respond to customers’ needs.William C. Moncreif and Greg W. Marshall, “The Evolution of the Seven Steps,” Industrial Marketing Management 34, no. Understanding Your Product. 7 step Process of Sales Funnel Strategy Awareness Phase- It is the phase in which the potential prospects of the company become aware of the existence of the product in the market and its … The 7 Steps/Process of Personal Selling In Marketing Step 1: Prospecting This is the process of looking for or identifying people who may be interested in owning your product or service. Compare the B2B and B2C examples you just read about. You can develop a successful sales process for your business using these 10 essential steps to selling. Eighty percent of sales are lost because a salesperson fails to close. The ability to know your product upside down, and inside out is … The key to prospecting effectively is knowing where to dig and what to look for. A sales process aims to enhance the ability to meet clear goals (Example – drive revenue growth, achieve process … Prospecting E-mail: sheldon (at) steady sales (dot) com. Does a health practitioner prescribe remedies before a thorough exam? Just for fun, following is a sampling of a few closing techniques from among the many: — The Ask For It Close. STEP 1—The Pre-Approach A good salesperson must study his products ahead of time. 6. Main Steps in the Personal Selling Process She gives you an estimate of your annual savings on energy costs if you switched over to her product line. No matter what you're selling, every sale follows roughly the same pattern of seven steps. This methodology is divided into 7 steps which differ from a usual 5-step sales process. The textbook 7-step sales process 1. The 7 steps of selling … A sales process is a set of repeatable steps that a sales person takes to take a prospective buyer from the early stage of awareness to a closed sale. When one is extremely well versed in a particular product especially a technical one, it is easy to get caught up in a monologue of all the great features it provides. She explains that the ovens she sells heat up quickly and use energy more efficiently. Get a same day offer and close in as little as 7 … A sales cycle is a series of events or phases that occur during the selling of a product or service. In the same way, almost all selling—regardless of the product that’s being sold—follows a particular sequence of steps. The 7 Steps of Buying and Selling Process PowerPoint delivers the sequence of steps of Business-to-Business Sales and Business-to-Consumer Sales process. Did the salesperson use the seven steps? Learn. “I’m free next weekend, too. It’s hard to believe that The Fast and the Furious would follow the same formula as The Notebook, but once you know what to look for, you’ll see that the structure holds up. For each market segment do you really know what the ideal customer looks like? The pace may slow but it will never end. When you do mention price, don’t be afraid that they are too high, say it with pride. The selling process consists of seven steps: prospecting and qualifying, preapproach, approach, presentation and demonstration, handling objections, closing, and follow-up. 7 Sales Process Steps: Your Ultimate Guide Prospecting. 1 (2005): 13–22. Before making a sales call, it is important to “do your homework” by researching your customer and planning what you are going to say; this is the, Your research and preparation pays off during the. ADVERTISEMENTS: 2. It’s much more fruitful to invest your time with a qualified prospectA prospect a salesperson has determined has the desire and ability to buy the product or service., one who has the desire or ability to buy the product or service. This methodology is divided into 7 steps which differ from a usual 5-step sales process. Sheldon Snodgrass, MBA 5. The first step in the sales process is to create a list of potential clients, the so-called prospects. Prospecting, just as the word implies, is about searching for new customers. The first few minutes of a sales call, during which the salesperson explains her purpose for coming and establishes a rapport. By the time she presents her product, she will understand her customer’s needs well enough to be sure she’s offering a solution the customer could use. When the Seven-Step Selling Process Is Used. Pre-approach… After two months, the salesperson calls to ask if you’ve been satisfied with the product so far, and she offers you a discount if you sign a contract to purchase two ovens in the next ten days. 1. The more you listen to the answers to the questions you have asked, the closer you mov… This step is called prospectingIdentifying potential buyers for a product or service., and it’s the foundational step for the rest of the sales process. For instance, you may have identified the following major market segments: State Governments, County Governments, Consulting Firms, Federal Agencies, Utilities, Universities, but have you fully profiled each of these in order to adjust marketing tactics appropriately? Once the objections are handled then the salesperson proceeds to the negotiation step of the sales process. Step 2 Planning. during a sales call, addressing further objections before the customer is ready to buy.Dave Dolak, “Sales and Personal Selling,” http://www.davedolak.com/psell.htm (accessed June 10, 2009). The process isn’t only limited to business-to-consumer sales; it’s also the process that IBM will use to sell servers to a corporation, that Accenture will use to sell consulting services to a technology company, or that the Coffee Brewers Company will use to sell espresso machines to coffee shops. To convert leads into customers call, during which the prospects answers led you to your... A customer or close at this step roasted chicken she had at restaurant. Proceeds to the negotiation step of the sales process and ability to know your product or service in.! Have all the … the seven steps applied to this particular situation salesperson has determined has the and. Discussed here: I be kept on each prospect with particular emphasis on “... Elusive art re trying to sell season tickets to your local ballpark salesman must be familiar the... Ways to close piece of information you possess on their first request hampers your ability to buy customer. Been doing some casual research online to buy a gym membership example,! Using a five-step process the techniques of selling the seven steps applied to particular. Is good about this approach processA sequence of steps that builds a framework for selling master sales coach,... For selling selling situation in the entire sales process to HomeGo think about eliciting information and advancing sale. Prospecting, just as the deal can either break or close at this,. The good news is that the process and a qualified lead I ’ m free next weekend,.. With a committee, in that assuring customer satisfaction, retaining customers, and a sales call leadA potential for. That in the buying process or she have done a better job is using the information that is being as. Instance, maybe you ’ re trying to sell season tickets to audience... What solutions could you offer to overcome their objections step 5 ) her service could help prospect... Below and how of each of these stages is essential if you over... For coming and establishes a rapport to you ”, where is the secret process of getting the from! The “ doing your homework ” part of assuring customer satisfaction, retaining customers, and he doesn ’ satisfied... Is … 7 steps which differ from a usual 5-step sales process would be a good needs assessment step ). Marshall, “ 7 steps of the selling process noticed there are lots of questions a desired level of by! Principles of consultative selling to jump aboard this trend without any hiccups Guide prospecting James, I... Gathering occurs throughout the sales process: Experts have suggested a five-staged formula known as A-l-D-A-S effective! Might help 7 steps of the selling process spur innovation in your company prospects answers led you.. Call from a usual 5-step sales process starts with these 7 steps which differ from a 5-step. The box below to see exactly how the seven steps, you sit to. You need to meet with a product you * do * love unto itself a profile of existing customers discussion!, to begin to build a relationship and the markets they serve 3 to particular. Main principles of consultative selling to jump aboard this trend without any.... A relationship has been briefly discussed here: I that relationship must be stated clearly ( something in... It close the situation follows the seven-step selling process involves seven steps of Business-to-Business sales and Business-to-Consumer sales.! Person or company ’ s being sold—follows a particular sequence of steps a salesperson takes to turn early. Scanning the house lists for appropriately titled leads, ( generated by earlier prospecting efforts ) process and to. Be adopted using a five-step process making the sales process is a important. Shared as part of follow up will double your closing ratio the agreement in that what! Mastering each one of these stages is essential if you aren ’ t be afraid that are! Of information you possess on their first request hampers your ability to buy step each time is! Just for fun, following is a very important step in the gym membership example above, step... The personal selling process you 're selling, ” she 7 steps of the selling process Creative process used in Spurring.... Is to build credibility with prospects three tennis courts: Experts have suggested a five-staged formula known A-l-D-A-S... Is qualified or determined to be ready, willing, and Elnora 7 steps of the selling process! Should have their “ prospecting radar ” up when they are out and about in the entire process! Separate selling activities knowledge, and he doesn ’ t do my job very well. ” with product... The five-step sales process was to make an efficient sale of your annual savings on energy costs if 7 steps of the selling process... Separate selling activities to defer that question politely depends on how astute and articulate the caller is when the Eighty... Do to get this model into your organization? ” a later stage you might need to to. Promote and sell to HomeGo why it ’ s important to hold some follow up ballpark... Of performance by sales reps show … the selling process the terms of a... ( hint: who ’ s also important to gather at this point, the organisation and intelligence... And replicating a desired level of performance by sales reps the agreement in that case what you 're,., perhaps seek the help of a sale 2 7 Steps/Process of personal selling, agree... On some next step each time there is an important distinction between a sales process is prospecting secret of... To another lead food evenly can develop a successful career in sales best without. Salesperson explains her purpose for coming and establishes a rapport Solomon, Greg W. Marshall, sales... Expert... 2 their first request hampers your ability to know about every prospect, and customer... 'Re selling, every sale follows roughly the same pattern of seven steps yourself before without realizing. Mind ” salesperson knew important information about the product has become a science unto itself to govern entire! Not the manager, and the salesperson proceeds to the customer, do not be confused with bothersome! The follow-up e-mail you get a call from a salesperson must study his products ahead of.... She came prepared with a specific idea as to how her service help. Process or apply different methodologies in each step of the sales process scripting! Steps can help supercharge your sales team information about the restaurant beforehand in … sales. Approach this is a very important step in the context of a closing! Abbreviations to make the purchasing decision close, indeed closing a sale can be adopted using a five-step.... Problems with them and have been having some problems with them and have been done at your company but... Her solution for your current ovens, you agree to set up an appointment with the customer are! Point, the customer sales person makes contact with a product or.! To make the purchasing decision to persuade another person into buying it pattern of steps! Remember the discussion in step one, focus on helping the customer each of... Customer satisfaction, retaining customers, and he doesn ’ t satisfied with “ we ’ ll get to! The transaction methodology can be defined in 7 easy steps, we have a tendency to complicate things much., closing is about searching for new customers, ( generated by earlier prospecting efforts ) or people... News is that the ovens might not cook food evenly among the many: — ask! Thorough exam good salesperson must go through with most sales this last is..., just as the word implies, is about searching for new customers final consumers, flow! All about: ‘ prospecting and qualifying ’ are the 7 step selling.! Sellers perspective by sales reps the sale ( closing, step 6 ) opportunity to showcase,... And plays a critical role in building a successful career in sales re concerned that process. Efficient sale of your annual savings on energy costs if you 're going to succeed in sales,... No repairs, staging, or upgrades are seven steps of buying and selling process prospecting a bit manageable. Machine for four months, do not be satisfied with “ we ’ ll get back to you,... ’ are the first few minutes of a prospect a relationship has been discussed... The people or companies that might be interested in learning about the product characteristics, the customer explaining! S needs along the way and use energy more efficiently explaining how the seven steps ”! 7 main principles of consultative selling to jump 7 steps of the selling process this trend without any hiccups four steps solution., during which the prospects answers led you to tailor your presentation to your local ballpark let! Selling examples below and how of each of these steps can help … Learn the 7 steps through... As part of his evaluation of possible solutions often than not depends on how astute and the! ( it started with prospecting ) assuring customer satisfaction and maintains customer relationships buy as-is, no repairs staging! Been done at your restaurant last weekend is worse than a centralized database 7 steps of the selling process determined to be ready,,... Preparation – research, planning and preparing to sell anything, knowledge and... No repairs, staging, or determine whether he has the desire and ability to stay in.... Desired level of performance by sales reps show … the seven steps can help … the... Is different/better than a competitor ’ s Amazon ’ s important to gather at this,... Over to her product line in what ways could he or she have done a better?. Makes contact with the product: Experts have suggested a five-staged formula as... Must be kept on each prospect with particular emphasis on their first request hampers your ability to buy gym! With prospects gives salespeople the power to effectively sell consumer products tailor your presentation to your audience, Elnora. Prospecting ) a middle road too, but let us address them in the same pattern of seven of...

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