Most sales follow roughly the same pattern. It’s a cycle of seven different steps, starting with prospecting and ending when you ask your new customer for referrals. Of course, there are exceptions to this rule. For example, if someone calls you because they’re thinking about buying, you can skip the prospecting stage and move right along to step 2.
Mastering each of these seven stages of sales is crucial. If your sales all tend to stall at the same point — for example, you have trouble closing — then you probably need to work on the skills related to that stage. You can get by if you’re weak in one of these areas but you’ll never achieve your real potential as a salesperson.
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