1. Prospect
2. Rapport
3. Qualify
4. Present
5. Close

“If you don’t prospect, you have no customer to build rapport with. No rapport = no trust = no sale. As you build rapport, you then can qualify your customer and know both what that customer wants and what kind of presentation will work best. This leads to the presentation of the product in the way that works for the customer. If they want data, why make them stare at testimonials? If they want price, why make them sit through a flash demo? If they’re ready to give you their money and get the satisfaction if buying, why stop them suddenly and demand a bunch of profile info? Which is more important to you, their data or their purchase? Then, when you’ve laid the perfect foundation, you close the sale. You don’t have to just hope your customer will buy – in fact you can’t afford it.”