The power which resides in manis new in nature, and none but heknows what that is that he can do,nor does he know until he has tried.
— RALPH WALDO EMERSON
Professional selling has three stages, which have been the same throughout history. They are prospect, present, and follow up. These three phases constitute the three parts of the “sales funnel.”
If ever you are not satisfied with your results, you can analyze your performance in terms of these three basic activities. If your sales and your income are down, it is because you are not prospecting enough, presenting enough, or following up and closing enough. The way to increase your sales is usually for you to increase the quality or quantity of your activities ...