The four-step sales process

Success requires putting the hard-sell on hold. Instead, agents must communicate effectively with their clients to gain a clear understanding of needs, concerns and expectations. This is accomplished by following a process that is built upon the concept that selling is relationship building and consultation, rather than quoting or one-off sales. The process can be broken down into four distinct, repeatable steps:

1. Properly opening sales calls in a way that establishes rapport and communicates immediately to the client the agent understands that their time is valuable and will use it efficiently
2. Asking the right mix of open and closed questions to gain a full understanding of their needs, including those the client may not be aware they have
3. Exploring opportunities to meet those needs, including clearly stating the benefits and value the client will realize from the products and services being recommended
4. Closing the call with clearly established next steps