With these challenging economic times we are all facing, it is not a bad idea to go back and have a quick review of the basics of selling.  Here are six critical steps in the selling process.

At SBT, we adhere to the basic selling belief that states:  First, we must uncover a hurt, want, or need.  If you cannot uncover one of those three, there will be no sale today.  How do we effectively do that?

Have a plan before sitting down with your customer.  Those who fail to plan, plan to fail.  Time is available and you need to be prepared.  Literature, pricing, specials, samples, demo's should be ready to go.  Do your very best to be on time for your appointment.  If you are delayed have the simple courtesy to call and let them know.  Once you get there follow these basic steps.

1. Ask open ended questions to uncover where mutual potential opportunities exist. What is important and of benefit to your customer?