A time-tested system for modern selling
Master every stage of the sale.
From finding the right prospects to building relationships that last, the Seven Steps give salespeople a clear way to understand the whole sale—and improve what happens next.
Preorder the BookGet the Free Guide
Kindle preorders are available on the Amazon website. If you’re searching in the Amazon app, use this link instead.
The framework
One complete sales process.
Seven essential stages.
See where a sale stands, what the buyer needs, and which skills matter at each stage.
01
Prospecting
Find the right potential buyers.
02
Preparation
Plan the conversation.
03
Approach
Begin with relevance.
04
Presentation
Discover needs and show value.
05
Handling Objections
Understand and address concerns.
06
Closing the Sale
Agree on a clear decision.
07
Follow-Up
Deliver and build the relationship.
Put the framework to work
Learn the system.
Build the skill.
Use the book to understand the complete method, then bring its stages into your sales conversations and team practice.
The book
The whole sale in one practical guide.
Follow the process from prospecting and preparation through presenting value, closing, and follow-up.
Kindle preorders are available on the Amazon website. If you’re searching in the Amazon app, use this link instead.
Training
Make the framework usable for your team.
Workshops and speaking connect the steps to the conversations and decisions your salespeople face.
Meet the author
Sales experience meets the classroom.
Nathanael Arney brings firsthand B2B sales experience, university teaching, and research on trust to the question of what makes selling work.
He teaches sales to MBA students at UBC Sauder and business students at the University of the Fraser Valley.