Steps in the Sales Cycle
A sample sale cycle might have the following steps:
1. | Planning
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2. | Prospecting
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3. | Meeting
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4. | Recommending
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5. | Closing
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6. | Servicing
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Although you will clearly be more effective if you plan your sales activities, planning is not a prerequisite to prospecting. You can always take a copy of the local yellow pages (as I have done), begin with the As, and continue on until you reach the end of your selling career. This strategy will not maximize the return on the time you invest in the sales process, but it will allow you to move forward.
Prospecting, on the other hand, is clearly a prerequisite to the remainder of the selling cycle. If you are not effective at prospecting or business development, you will never have the opportunity ...
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