The Seven Step Selling Cycle

The Seven Step Selling Cycle
Inspired From…
Author: Tom Hopkins

The Selling Triangle
product knowledge
selling tactics and strategies
attitude, enthusiasm and goals
Do your best to develop all three areas of your selling life, and you’ll reap the rewards

Step #1: Prospecting

Prospecting means finding the right potential buyer for what you are selling
“Who would benefit most from this product or service?“

Never begin any selling cycle until you've taken a few moments…
…to put yourself in the shoes of the buyer

If you can't come up with solid answers about your prospect motivation to buy your product…
…then study more until you're comfortable with being in the buyer's shoes

Step #2: Original Contact

You have found the people. Now you actually get to meet them
Remember! you never get a second chance to make a first good impression

Building rapport is the getting-to-know-you stage
that comes with a new contact.
People buy from people they like and trust.

Prospects must feel your trustworthiness as early as possible during the first contact you make
You must immediately begin buildingTrust

Step #3: Qualification

When finally sit down with prospect… you need to find out if she's qualified to be your client of choice
Qualifying your prospects meaning finding out who they are, what they do, what they have, and what they need

Your prospects will be qualifying you, too.
So be aware of what you're showing them
Most clients are looking for people who
dependable, loyal, trustworthy, intelligent, competent, and even more fun

The more specific your questions, the more impressed your potential customer will be with your expertise
Asking significant questions now shows that you you're interested in more than just a closed sale and that you're looking into the future as a value business partner with you customer

Step #4: Presentation

Your client buy more than your product - they buy you!
Your presentation of your product, service, or idea requires the most preparation

Prepare very well for presentations
In your preparation; practice your answers, make a list of benefits, and then try out a way to work those points into responseto the common question

To demonstrate personal dependability, tell the prospective client an anecdote from another client situation or even from an outside activity

Step #5: Addressing Concerns

How do you handle any negative comments that your prospect may raise during or after your presentation?

Answer is simple
Use unemotional terms, and have recommendations
in mind

Warning: If you sidestep obstacles during your presentation…
… there is a good chance they'll come back and haunt you if you do get the sale.

Step #6: Closing the Sale

Closing should follow naturally and smoothly after you address your prospect's concerns

But if your prospect doesn't automatically pick-up a pen to approve your paperwork or write a check, don't panic
Getting your prospect's business can be as simple as saying
"How soon do we start?"

At this point, if you're confident about being able to give your prospect what she needs, you should begin taking verbalownership of your future business relationship with assumptive statements and questions

Step #7: Getting Referrals

After you close the sale with your client, take a moment to ask for referrals
Always ask for an introduction to the new party, at least get a quick letter of introduction that you may use when you contact the person

In case of no sale, don't ever just walk away without an opportunity to expand your network
Make the contact a part of your network of people who can help you find more people who may benefit from your product or service

And immediately upon leaving the premises, drop a thank-you note in the mail to the person

Next time…
Making Selling Your Hobby

Kareem ElHossainy
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The Seven Step Selling Cycle

by Kareem ElHossainy on Dec 04, 2009

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