The Sales Process

Most small business owners like to (and do) focus solely on daily business operations and serving existing customer/client demands. But it is critical to your success to focus on getting new business from both current and prospective customers in order to sustain and grow your business.

The selling process has six key steps. Virtually every sales interaction will follow these steps, whether it lasts several minutes or several months:

1. Prospecting – Find Customers
2. Attract – Making Initial Contact
3. Inform – The Sales Presentation
4. Engage – Overcoming Objections
5. Close – Closing The Sale
6. Follow-Up – Service and Support After The Sale

As you develop a sales process that is right for you and your business, here are some other pointers to keep in mind:

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