Steps in the Sales Process

Here's another look at Steps in the Sales Process. If you master these then you've really mastered the "art of selling." This is actually for selling to homeowners but it can be adapted for business-to-business sales as well:

Step 1 Get the appointment

Step 2 Arrive 15 minutes early - gather car, check presentation, review assessment questions
wait until exact time to approach customer

Step 3 Greeting

Step 4 Warm-up

Step 5 Pre-Assessment Questions: how long have you been thinking of this? When did you decide to call us out?

Step 6 Assessment of need for product or service

Step 7 Company story - position company as why we do business, our competitive advantage

Step 8 Complete presentation

Step 9 Pre-close questions: Have I covered everything with you, other than the price? Should we move forward with such-and-such product or agreed upon service?

Step 10 Objections - Listen, repeat objection, ask for order again

Step 11 Close sale or seal the sale - send thank you card right away, too