Selling Skills - Process - Article - Series
Steps in selling process
1. Prospecting
2. Call planning
3. The visit – preliminaries
4. Presentation
5. Trial close
6. Listening to the objections
7. Objection handling
8. Trial close
9. Close
10. Follow-up and service
Description and explanation of each step - Knol References
Selling Process – Prospecting
1. Prospecting
Selling Process – Prospecting
http://nraomtr.blogspot.com/2011/11/selling-process-prospecting.html
2. Call planning
Sales Process – Call Planning
http://nraomtr.blogspot.com/2011/11/sales-process-call-planning.html
3. The visit – preliminaries
Approaching the Prospect
http://nraomtr.blogspot.com/2011/11/approaching-prospect.html
What should I wear for sales calls?
http://www.businesstown.com/sales/face-qa.asp
4. Presentation
http://nraomtr.blogspot.com/2011/11/interacting-with-prospect-customer.html
5. Trial close
http://nraomtr.blogspot.com/2011/11/trial-close.html
6. Listening to the objections
http://nraomtr.blogspot.com/2011/11/prospect-objections-during-sales.html
7. Objection handling
8. Trial close
http://nraomtr.blogspot.com/2011/11/trial-close.html
9. Close
http://nraomtr.blogspot.com/2011/11/sales-closing-techniques.html
10. Follow-up and service
http://nraomtr.blogspot.com/2011/11/service-to-customer-follow-up-after.html
Additional web references on Selling
Selling Skills: Strategies and Methods - Online Book
http://bbssob.blogspot.com/
10 greatest salesmen of all time
http://www.inc.com/ss/10-greatest-salespeople-of-all-time
Business Development Mindset:Small Business Sales Planning and Execution
http://knol.google.com/k/aline-gianfagna/business-development-mindset/2d21qdrhcu6v4/2#
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