The 4 Phases of Selling

Selling isn’t telling… it’s asking and showing.
Here are the four phases of the new selling model…

1. Building trust phase…this is the indispensable ingredient in all sales relationships. Spend 40% of your time here.
2. Identifying needs phase… ask well-thought-out questions and listen carefully to the answers.  Spend 30% of your time here.
3. Presenting solutions phase… show your prospect how his or her needs can be ideally satisfied  by the products or services you offer.  Spend 20% of your time here.
4. Confirming and closing phase…gain a commitment to action on the part of your prospect.  Spend 10% of your time here.

Don’t play the sell and tell game…ask cogent questions, listen carefully, respond thoughtfully with compelling offers to satisfy client needs.  You will then become an indispensable resource to all your clients.