Mastering the basics of the essential stages of selling will allow for competence and success throughout the stages of the selling cycle. It doesn’t really matter what you are selling because nearly every sale follows this sales process.

Answer a few important questions to assess your skill and understanding of the stages in the sales cycle.  

How do you rate your skill at the following?	5 Excellent	4 Above Average	3 Average	2 Below Average	1 Poor
Planning and asking high gain questions
Building rapport with new and existing customers
Speaking in benefit language with customers
Presenting your value proposition
Rooting out objections
Following up with prospects and customers

How did you rate? Successful salespeople excel in all six Stages of Selling, beginning with Planning and ending with Follow Up. The four stages in between are Opening, Exploring, Presenting Information and Agreeing to Action which involve your time spent with the customer, either in person or on the phone.

 

Collectively, think of these six selling stages as links in a chain.  You are only as strong as your weakest link.  Strive to become proficient at each Stage.  

 

 

Visit STAR’s workshops pages to learn more about our Essential Selling Skills Workshop designed for newer salespeople. The workshop can be full customized in terms of duration, content, and materials.  If you are looking for self-study options, visit our online training page where you can purchase the Essential Selling Skills Series.  Session 1 is free, so give it a test drive.