The Seven Steps to Every Sale

The sales process can be broken down into seven distinct steps. By mastering each of these steps, you can create a repeatable and effective sales process.

1. Establish Rapport: Build a genuine connection with the prospect based on mutual liking and trust. Rapport is Bulletproof.
2. Qualify the Buyer (Find the Need): Ask great questions to understand the prospect's needs, challenges, and current buying criteria.
3. Build Value: Use your core story and market data to build value for your product or service and reset the buying criteria in your favor.
4. Create Desire: Make the prospect's current situation unacceptable by highlighting their pain points and painting a picture of a better future with your solution.
5. Overcome Objections: Treat objections as opportunities to close. Isolate the objection and address it directly.
6. Close the Sale: Help the prospect make the decision to buy. You have a moral obligation to close if you truly believe in your product.
7. Follow Up: The sales process doesn't end with the close. Consistent follow-up is crucial for building long-term relationships.

These seven steps should be the foundation of your sales training and should be practiced and refined through regular Workshop-Style Meetings.