The document outlines the key steps in a typical sales cycle: 1) Greeting the customer and determining their needs through questioning and probing to understand their situation. 2) Classifying the customer as a shopper, browser, or buyer based on their knowledge and purchase intent. Different strategies are needed to work with each type. 3) Recommending solutions by linking products to the customer's needs, then addressing any concerns they have. 4) Enhancing the sale through upselling or cross-selling additional products. 5) Closing the sale by getting a commitment from the customer and following up after the purchase.

1. The Sales Cycle Hillary Jenkins, Otago Polytechnic

2. The Sales Cycle

22. Follow up Ensuring satisfaction Obtaining feedback Creating loyalty http://flickr.com/photos/meanestindian/2151907298/