The steps of a sale

My Dad was a machinist. When a machinist looks at a blueprint they plan their "order of operations." This is the sequence of procedures used to produce the finished product in the most efficient manner. There is also an order of operations for sales. Here are the steps I use when making a sales call

1. Opening--Approaching the customer and creating interest.
2. Probing--Talking to the customer about their needs and challenges
3. Paraphrase--Reiterating the customer's problems to make a solution more desirable
4. Solution--Talking to the about solving their problem
5. Close--Making a specific recommendation and asking for the order
6. Objection--Clear up any customer misunderstandings and counter their concerns*

*May occur at any point in the call

These steps form a logical progression that engage the customer, develops their need and proves the value of your recommendation. In the next few weeks I'll address each step individually.

Keep Smiling, Keep Selling!

Thanks Jim Busch