STEP ONE: PRE-MEETING PLANNING
Prepare sales strategies and objectives with your target prospects/clients

STEP TWO: BUILDING RAPPORT
Build rapport by using preliminary pleasantries to break the ice. Then transition to the business conversation with an agenda statement and a (re)positioning statement.

STEP THREE: DISCOVERY
Use a logical, non-threatening questioning model to identify logical and emotional needs. Understand the prospect’s/client’s current situation, desired situation, as well as what they expect in a relationship from a business partner. You listen and take notes before delivering your discovery summary.

STEP FOUR: SOLUTION PRESENTATION
Communicate the features and benefits of your company’s solution that you are will be recommending.

STEP FIVE: RESOLVING OBJECTIONS / CLOSING
Initiate the closing process by comfortably addressing prospect/client concerns. Use questioning and listening to overcome buying obstacles. Closing is a natural event in the sales process when the prospect/client has no other concerns and is ready to move forward.