What are the seven steps in the selling process?
o Prospecting and Qualifying
§ Identifying qualified potential customers. Financial ability, volume of business, special needs, location, possibilities for growth
o Pre-approach
§ Learn as much as possible about a prospective customer before calling
o Approach
§ Meet the customer for the first time
o Presentation and Demonstration
§ Tell the value story to the buyer, show how it solves problems
o Handling objections
§ Seek out, clarify, and overcome any objectives to buying
o Closing
§ Ask the customer for an order
o Follow-up
§ After the sale to ensure customer satisfaction and repeat business