| Warren's
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The Six Steps to Excellence in Selling
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The Six-Step Pyramid
Envision the selling process as a pyramid with six steps. As with a pyramid, building a successful sales business begins with building a firm foundation. The structure cannot stand nor rise above ground without it. In selling, this broad base is Step One. Finding the prospect is like laying the foundation.
Building on the strong support of Step One, we move on to Step Two and find the decision maker. This step is similar to the work done by famous detectives, such as Sherlock Holmes. Just like Holmes, we look for clues -- ideas, names and facts that will help us solve our mystery.
Once the detective work is completed, it is time for direct contact with the people with whom we want to do business.
Step Three, arrange an appointment, continues to build on the knowledge and information gained in Steps One and Two, opening the door for us to share our ideas and information with our prospects. Step Four, ask questions and listen, is the chance to be the sales consultant, letting the prospect share their needs, desires, fears and motivations. We focus on actively observing and listening. Then, after we learn what the prospect is looking for, we can present the solution, Step Five. This is our opportunity to take center stage and enthusiastically present our ideas on how we can deliver the answers our prospect needs. Finally, we move the process to its natural conclusion with Step Six, when we ask for the commitment and the prospect becomes a customer.
In the chapters that follow, we'll look at the six steps in great detail. You will gain an understanding of the concepts and learn specific ways to apply the steps and personalize them for your own business, industry and company.
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