Four Steps to A Sale

April 10 2009 | Jessica Helinski

If you had to separate the sales process into four steps, how would it look? Sales coach Alen Majer reveals what he believes to be the four steps of selling:

1. Opening/qualifying
2. Information gathering
3. Presentation of your proposal
4. Closing

Each of these steps serves as a building block, a foundation, for the next. So if a salesperson doesn’t invest time and effort into research, his or her presentation may falter, as will the closing, and likely, the sale. Majer notes that there may be a few select instances in which a step may be skipped due to the insistence of a prospect, but most likely, these four steps are each vital to a sale.

Majer breaks down the steps, highlighting the “what” and “why” of each. His article can serve as a good reminder of the importance of devoting attention to each and every aspect of the sales process. By building a strong foundation, the more likely your pitch won’t crumble.

 

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  • http://www.pricecom.com Kevin Sweeney

    When looking at the sales process you outlined and the philosophy of building blocks, I would agree. One step supports the next and with out proper consideration for each preceding step the next step in the process is weakened.

    I would also like to add that for intangible services there are two closes that need to happen. The first is closing on inclusion. You need to “sell” on why you should be included in their consideration. So I would extend your step number one to include Opening/qualifying and closing or add a closing step here to make it a 5-step process. The next close is the close of solution as in your step 4.

    1. Opening/qualifying
    2. Closing on inclusion
    3. Information gathering
    4. Presentation of your proposal
    5. Closing on solution

    Too often sales professionals confuse the order and are trying to close on a solution before they have closed on inclusion and conversely they try and close on inclusion when the prospect has already invited you in and is considering the best solutions to their challenges.