The method
Seven steps. One complete view of selling.
Selling is easier to improve when you can see the entire process. The Seven Steps organize the work from identifying a prospective buyer to earning the next opportunity through follow-up.
The process at a glance
Know where you are.
Know what comes next.
A structured view of the sale, with room for the judgment and relationships that real buyers require.
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.
Step by step
What each stage asks of you.
Use these stages to diagnose a stalled sale and focus your preparation, practice, and coaching.
01
Prospecting
Identify people and organizations you can help, qualify the opportunity, and create a reason to begin a conversation.
02
Preparation
Research the buyer, clarify your objective, anticipate questions, and choose a thoughtful approach before you make contact.
03
Approach
Earn attention, establish relevance, and begin a conversation the buyer wants to continue.
04
Presentation
Discover what matters to the buyer, then connect a suitable solution to those needs with clear evidence and value.
05
Handling Objections
Listen for the concern behind an objection, test your understanding, and address the issue without dismissing it.
06
Closing the Sale
Help the buyer make a confident decision, agree on the terms, and establish the next commitment.
07
Follow-Up
Deliver on the promise, check the outcome, and build the relationship beyond the initial sale.