The Six Steps of the Sale

In this 7 part video series, you’ll hear from John Chaya as he explains the art & science of selling by implementing

"The Six Steps of the Sale"

Access videos by clicking on the below

(be sure to watch the series in order).

The Six Steps of the Sale

Video 1

Provides insight into the art and science of selling and establishes the foundation of “selling as a process”. It lights the pathway to learn and implement the buyer/seller relationship essential to ongoing success.

Step 1: Introduction

Video 2

Step #1: Introduction establishes that selling is a process and outcomes can be improved if the process is utilized. It is critical to establish rapport with the prospect and open the gate to proceed on to the discovery phase. Without a successful introduction, the sale will go nowhere!

Step 2: Gain Favorable Attention

Video 3

Step #2: Gain Favorable Attention establishes the concept of “people buy from those they like and trust”. Tips on the proper way to accomplish this so that the prospect allows us to open the door to discover the needs they have and where their pain is.

Step 3: Discover the Need

Video 4

Step #3: Discover the Need reveals the simple way to get the prospect to tell us where their pain points are, and what is important to them in any relationship with us. We discuss the percentage of time the prospect must talk in this step.

Step 4: Presentation

Video 5

Step #4: Presentation teaches how best to create value in the prospect’s eyes as we present our solutions to their needs discovered in Step #3. This is where we “earn the sale” and increase the probability of getting the business.

Step 5: Close

Video 6

Step #5: Close is the most critical step in the process where we “ask for the business”. But before we do that, there is an essential question that we must ask the prospect. Step #5 reveals this game changing question.

Step 6: Follow-Up

Video 7

Step #6: Follow-Up is the conversion of the euphoria of a successful

“close” into the foundation of a long-term strategic relationship with

the prospect, now customer.

A Treasury of Timeless Sales Wisdom