Comments on: Four Steps to A Sale http://www.marketingforecast.com/archives/880 Fast Forward Findings for Strategic Advertising+Marketing Thu, 02 Feb 2012 14:16:01 +0000 hourly 1 http://wordpress.org/?v=3.3 By: Kevin Sweeney http://www.marketingforecast.com/archives/880/comment-page-1#comment-1116 Kevin Sweeney Mon, 13 Apr 2009 13:56:30 +0000 http://www.newbusinesshunter.net/?p=880#comment-1116 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. 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.

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