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Seven Steps of Selling: The Track Selling System
By Roy E. Chitwood, CSE, CSP, President, Max Sacks International

Having an exact procedure to follow on every sales call can make you more effective and a lot more successful. Knowing exactly what to do without self-doubt or hesitation will also boost your self-confidence during the whole sales process.

Having an exact procedure to follow on every sales call can make you more effective and a lot more successful. Knowing exactly what to do without self-doubt or hesitation will also boost your self-confidence during the whole sales process.

The seven-step procedure has been field-tested and it works. Although it is structured, it is not canned. You will find it completely adaptable to your own personality, the different personalities of your prospects, and the specific software product or accounting service you sell.

In every step, you will be of service to your prospects with complete integrity, using persuasion, not pressure.

Here is a capsule preview of the seven steps:



Roy Chitwood is an author and consultant on sales and customer service. He is the former president and chairman of Sales & Marketing Executives International and is president of Max Sacks International, Seattle, 800-488-4629, www.maxsacks.com. If you would like to subscribe to his free Tip of the Week, You're on Track, please e-mail contact@maxsacks.com

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