The document outlines the S.A.L.E.S. system for sales meetings and interactions. The S.A.L.E.S. acronym stands for Smile, Ask, Listen, Educate, Start. It provides guidance on where you are in the meeting or sales process, such as positioning, gathering needs, or getting commitment. It also outlines where you are in the customer's buying process or organizational structure. The goal is to use the S.A.L.E.S. method at each stage to move the customer from their current point to the desired outcome or next step.

1. The S.A.L.E.S. System ®
Where are you in the meeting?
• Positioning
Smile Gain permission
to “Ask”
• Third-party validation
• “Win”
• Frustrations (Point A) and Desired outcome (Point B)
• Money
Ask Get information
and informality
• Time frame
• Decision-making process
Point A Point B
• Product/Supplier level
Listen Learn “Point A”
and “Point B”
• Business implications level
• Personal implications level
• Presenting your company as the means to get
customer from Point A to Point B.
Educate “Lead forth” • Communicating the merits of a relationship beyond
the transaction.
• Going into the meeting with an intended outcome.
Start TM
Get commitment
to next step
• Asking for a commitment and overcoming objections.
• Securing agreement to next S.AL.E.S. meeting.
Which meeting are you having?
Prospecting Define
Gather Detailed Get Commitment Get Agreement Implementation
Needs
Requirements to Proposal to Contract Review/Forecast
Smile Smile Smile Smile Smile Smile
Ask Ask Ask Ask Ask Ask
Listen Listen Listen Listen Listen Listen
Educate Educate Educate Educate Educate Educate
Start Start Start Start Start Start
Where are you in the customer’s buying process?
Stages Operational
Roles
Your location Your location
in the
customer’s
Change
over time
Smile
Ask
Listen
Educate
Start
Support
Smile
Ask
Listen
Educate
Start
Smile
Ask
Listen
Educate
Start
Smile
Ask
Listen
in the
customer’s
.
A Smile
Ask
Listen
Educate
Start
Smile
A
.
Educate
B
.
Ask
Start
organizational
Listen
solution
Educate
Start Smile
Ask
Listen
Educate
Smile
Start Ask
structure
Listen
Smile
life cycle Smile
Ask
Listen
Educate
Ask
Listen
Educate
Start
Educate
Start
Smile
Ask
B
.
Start Listen Smile
Educate Ask
Smile
Ask
Listen
Smile
Ask
Listen
Educate
Implement Start Listen
Educate
Start
Smile
Ask
Listen
Educate Smile
Start Start Ask
Solution
Educate
Listen
Start Educate
Start
Smile Smile
Ask
Ask Listen
Smile Listen Educate Smile
Ask Educate Start Ask Smile
Listen Start Listen Ask Smile
Educate Listen Ask
Educate Start Listen Smile
Start Educate
Start Educate Smile Ask
Start Ask Listen
Smile Listen Educate
Ask Educate Start
Smile
Start
Ask Listen
Listen Educate
Educate Start
Start
Define Smile
Ask Smile Smile
Smile
Ask
Listen
Listen Educate
Requirements
Ask Ask
Educate Listen Listen Start
Start Educate Educate
Start Start
Design
Solution
“S.A.L.E.S.” is a registered trademark and
“Smile, Ask, Listen, Educate, Start” is a trademark
of America’s Return Inc. © 2009 800.472.5373
AMERICA’S RETURN INC.
www.americasreturn.com