1. SMART SELLING 4.0 l HO-03 l SALES PROCESS l PAGE 1:
CRDA-Z ACADEMY BY 3LIGHTHOUSES
www.ThreeLighthouses.com
Consultative Sales Process
1. Preparation
2. Making the appointment
3. Planning the Sales Call
4. Analyzing Needs and Wants
5. Presenting the Benefits
6. Overcoming Objections and Gaining Commitments
7. Customer and Event Follow Up