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Step-by-Step Guide to Sales

Being an efficient seller is the key to success when pitching your product or service. Below is a step-by-step guide to becoming an effective closer.

Sales Attitude

Love the conversation: Actively listen to discussions for deep engagement.

Self-motivation: Grow constantly. Track what you do and what you need to know.

Rockstar delivery: Spend at least two hours a week working on your sales pitch and product knowledge to be prepared.

Follow through: Go as far as you can with each relationship through communication and commitment. Finally, deliver your piece to close the deal.

Lend a hand: Your customers are more inclined to hear what you’re offering if you believe you are helping them.

Solve problems creatively: Use creativity to hurdle over obstacles.

Respect: Exhibit confidence when selling. Show clients that the product is worth every penny.

Relax under pressure: Keep on going. Stay balanced through the sales process.

Continuous development: Connect with other salespeople to learn things you don’t already know.

Sales Call

Reserve time to get on the phone: Know which times are the most effective to call prospects.

Give real reasons for the call: Identify yourself and announce why you are calling immediately.

Get the yes: Use statements that make the customer say yes.

Set an appointment: Be specific when setting appointments. Don’t use open-ended questions or imply a meeting.

Introduce yourself and your company: Keep it concise. Greet prospects by name and give your name, company name, and job title as well.

Confirm contact details: Make sure extensions, emails, and office locations are correct.

Follow up with reminders: Leave short reminders for appointments.

Discovery Call

Do your homework: Research the company you are going to call.

Focus on their needs: Listen to what they have to say and guide them to make the right decision when they are ready to buy.

Ask about buying ability: Get specifics about when they want to buy and avoid asking about the budget. They will pay for what they need regardless.

Share benefit statements: Let your prospect know two to three benefits to their problem.

Get them to elaborate: Learn everything you can from the client. Let them dominate the conversation.

Provide solutions: Know the difference between objection and question. Address their concerns.

Establish understanding: Restating what your client said earlier shows your understanding to their needs.


Use a script: Be consistent with your message.

Emphasis: Use the right tones to emphasize and keep your message brief.

The reason for call: Let them know precisely why you are calling and what you are looking for.

Reference customers: Reference relevant names and know about your prospect.

Ask for a call back: You can’t get a meeting without a callback.

Repeat essential elements: Repeat name and phone number at the beginning and end of the call.

Timing: Allow your prospect enough time to listen to your message before calling them back.

Follow-Up Email

Engaging subject line: Make a personal subject line.

Don’t overdesign: Keep it simple.

Build rapport: Use what you’ve learned to make things personal.

Case studies: Utilize relevant case studies.

Recap questions: Reiterate any concerns, facts, or questions to show intent.

Relevant attachments: Attach appropriate data and include a concise description of each.

Close to next steps: End the email with the next steps.