Chapter 2
The Seven-Step Selling Cycle
In This Chapter
Finding the people to sell to, and selling the people you find
Making a positive first impression
Determining who is a true potential client
Understanding the benefit of benefits
Expecting concerns
Closing the sale: The brass ring of selling
Getting your next client from your last one
I like to think of selling as a cycle because, when it’s done properly, the last step in the cycle leads you back to the first. Your new, happy client gives you the names of other people she feels would benefit from your product or service, and then you have your next lead or potential client to work with.
I also like the fact that selling breaks down neatly into seven steps. Everyone can remember seven things, can’t they? The seven steps I cover ...
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