5 Important Steps in the Sales Process

While the sales approach, timing, and style may vary from situation to situation, most prospects expect the salesperson to progress in a logical sequence. Five steps in the sales process includes:

1. Earn the right to be considered as a qualified vendor;
2. Diagnose the customer’s underlying dissatisfaction and uncover important unmet needs;
3. Offer a solution tailored to the customer’s circumstances;
4. Deliver on promises and implementing the solution; and
5. Nurture and expand the business relationship.

Think of these steps as goals that require a series of activities to accomplish them. It is those specific activities that your sales force routinely exhibit that will define your sales process.

-Vince DiCecco, Your Personal Business Trainer