If you had to separate the sales process into four steps, how would it look? Sales coach Alen Majer reveals what he believes to be the four steps of selling:
- Opening/qualifying
- Information gathering
- Presentation of your proposal
- Closing
Each of these steps serves as a building block, a foundation, for the next. So if a salesperson doesn’t invest time and effort into research, his or her presentation may falter, as will the closing, and likely, the sale. Majer notes that there may be a few select instances in which a step may be skipped due to the insistence of a prospect, but most likely, these four steps are each vital to a sale.
Majer breaks down the steps, highlighting the “what” and “why” of each. His article can serve as a good reminder of the importance of devoting attention to each and every aspect of the sales process. By building a strong foundation, the more likely your pitch won’t crumble.
Friday, Apr 10, 2009
Jessica Helinski