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Steps Of The Selling Process

Following the steps of the selling process will help you engage with prospects and close deals.

A Guide To Selling From Start To Finish

Being a successful salesperson is all about taking the right steps and following a process that works. By understanding and following the steps of the selling process, you can increase your chances of making a sale and achieving success in your career. Below is an overview of the steps involved in the selling process, from start to finish.

Two people looking at white board going over the steps of the selling process.

Generally speaking, the steps of the selling process include Prospecting, Preparation, Approach, Presentation, Objections, Closing, and Follow-Up.

Prospecting

As your potential buyer begins their search for a specific service or good, you want to be sure that you are offering exactly what they are hoping to find. In order to compete for attention and business, this phase of lead generation is crucial in targeting a specific demographic that matches your ideal customer profile. Once you have established this, it is important to have sales reps who are always available to call leads.

Preparation

To successfully sell your product or service, you need a sales team that truly understands your work inside and out. They must also know the industry, the value your brand provides, and the customer you want to target. Prep your team with all of this knowledge, and you will find tremendous success when selling.

Approach

Your business is at the top of the local competition list, so your potential customer is interested in what you have to offer. This is where your sales representatives come in, using their cold-calling and pitching skills to close the deal.

Presentation

You need to explain and show why your services or products are the answer to your prospect’s problems. With so many options available, you need to give them a reason to choose you. Demonstrate how you can solve their specific problem better than anyone else.

Objections

As consumers, we love to find issues with products or services. It’s too expensive or it will not last long are common concerns we bring up. Your prospect is no different. Right now, it is your job to explain why what you are offering is a solution rather than another problem.

Closing

Your hard work has paid off! Your prospect is now a customer, but don’t get too comfortable – you still want their repeat business. Keep up the good work to ensure they come back to you in the future.

Follow-Up

If you want repeat business, especially as a service-oriented business such as air-conditioning repair or plumbing, you need to follow up with your past customers. They will appreciate your concern and, as such, will be more likely to return the next time a problem arises.

Did you notice each step focuses on the customer? It is their journey, not yours. As a salesperson, you are there to guide the customer along their journey, ensuring they do not miss a turn and find themselves purchasing a defective product or service elsewhere. Adhering to the steps of the selling process will ensure your success!