The document outlines a seven step selling cycle for successful sales. The steps are: 1) Prospecting to find qualified buyers, 2) Making original contact and building rapport, 3) Qualifying prospects to determine fit, 4) Presenting the product while demonstrating trustworthiness, 5) Addressing any concerns raised, 6) Closing the sale, and 7) Getting referrals from satisfied customers. Following this cycle and developing strong product knowledge, selling skills, and a positive attitude will lead to good sales outcomes.

1. The Seven Step Selling Cycle Inspired From… Author: Tom Hopkins

3. The Selling Triangle product knowledge selling tactics and strategies attitude, enthusiasm and goals Do your best to develop all three areas of your selling life, and you’ll reap the rewards

4. Step #1: Prospecting

5. Prospecting means finding the right potential buyer for what you are selling “Who would benefit most from this product or service?“

6. Never begin any selling cycle until you've taken a few moments… …to put yourself in the shoes of the buyer

7. If you can't come up with solid answers about your prospect motivation to buy your product… …then study more until you're comfortable with being in the buyer's shoes

8. Step #2: Original Contact

9. You have found the people. Now you actually get to meet them Remember! you never get a second chance to make a first good impression

10. Building rapport is the getting-to-know-you stage that comes with a new contact. People buy from people they like and trust.

11. Prospects must feel your trustworthiness as early as possible during the first contact you make You must immediately begin buildingTrust

12. Step #3: Qualification

13. When finally sit down with prospect… you need to find out if she's qualified to be your client of choice Qualifying your prospects meaning finding out who they are, what they do, what they have, and what they need

14. Your prospects will be qualifying you, too. So be aware of what you're showing them Most clients are looking for people who dependable, loyal, trustworthy, intelligent, competent, and even more fun

15. The more specific your questions, the more impressed your potential customer will be with your expertise Asking significant questions now shows that you you're interested in more than just a closed sale and that you're looking into the future as a value business partner with you customer

16. Step #4: Presentation

17. Your client buy more than your product - they buy you! Your presentation of your product, service, or idea requires the most preparation

18. Prepare very well for presentations In your preparation; practice your answers, make a list of benefits, and then try out a way to work those points into responseto the common question

19. To demonstrate personal dependability, tell the prospective client an anecdote from another client situation or even from an outside activity

20. Step #5: Addressing Concerns

21. How do you handle any negative comments that your prospect may raise during or after your presentation?

22. Answer is simple Use unemotional terms, and have recommendations in mind

23. Warning: If you sidestep obstacles during your presentation… … there is a good chance they'll come back and haunt you if you do get the sale.

24. Step #6: Closing the Sale

25. Closing should follow naturally and smoothly after you address your prospect's concerns

26. But if your prospect doesn't automatically pick-up a pen to approve your paperwork or write a check, don't panic Getting your prospect's business can be as simple as saying "How soon do we start?"

27. At this point, if you're confident about being able to give your prospect what she needs, you should begin taking verbalownership of your future business relationship with assumptive statements and questions

28. Step #7: Getting Referrals

29. After you close the sale with your client, take a moment to ask for referrals Always ask for an introduction to the new party, at least get a quick letter of introduction that you may use when you contact the person

30. In case of no sale, don't ever just walk away without an opportunity to expand your network Make the contact a part of your network of people who can help you find more people who may benefit from your product or service

31. And immediately upon leaving the premises, drop a thank-you note in the mail to the person

32. Next time… Making Selling Your Hobby

33. Kareem ElHossainy Blog http://kelhossainy.wordpress.com LinkedIn http://www.linkedin.com/in/kareemelhossainy Facebook http://www.facebook.com/kareem.elhossainy Twitter http://twitter/kelhossainy