1. The Meet and Greet - This initial introduction will set the stage for therest of the selling process. This is the icebreaker, the time to get the customer to relax and feel comfortable.This is your chance to build rapportwith the customer so you need to besincere, friendly and humorous. Youtry to capture the customer’s interestby asking them questions that make them think.

 2. Qualifying the Customer’s Needs -This is the step where you ask questions to help you identify what the customer wants. It really is the who,what, where, when, why and how ofthe selling process. If you qualify thecustomer properly you will be able to fulfill his/her needs and wants. Don’trush through this step; time spent qualifying will allow a smooth transition into the next step.

 3. Presentation or Demonstration - This is the step where the sales person can show all they know about their products or services. Naturally, the presentation will cover the features ofthe products, the physical characteristics. But, you need to concentrate on the benefits of your property and services, as well. The benefits will show the customer “what is in it for them” and benefits are why people buy the products/services that they do. 

4. Overcoming Objections - This stepis critical to the selling process sinceobjections are usually the customer’sreasons for not buying your productor service. Objections are just another step in the selling process and give youthe opportunity to reinforce in thecustomer’s mind the benefits to themwhile you move them toward completing the deal. Now is not the time to give up. Ask them why they feel like they do and respond directly to their statements.

 5. Closing - After you have handled theobjections that the customer presents,you must ask for their business.  Generally, the customer will have given you signals along the way. Your job isto pick up on those signals and askfor their business. There are many techniques that can be employed inclosing the sale, and you need to find the techniques that you can use comfortably.

 6. Follow Up - Now that the sale has been made, don’t just let that hard work go to waste. Follow up with thecustomer and start building that long termrelationship that will assure you of a satisfied repeat customer who will most likely send referrals your way.Remember, your future success relies upon making the sale. So, always try to improve the quality of your sales people through training and skills development.