Chapter 2

The Seven-Step Selling Cycle

In This Chapter

arrow Finding the people to sell to, and selling the people you find

arrow Making a positive first impression

arrow Determining who is a true potential client

arrow Understanding the benefit of benefits

arrow Expecting concerns

arrow Closing the sale: The brass ring of selling

arrow 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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