Track Selling System
Seven Steps of a Successful Sale
Video Summaries
These brief videos — two to five minutes each — provide visual insights and verbal perspectives on each of the Seven Track Selling Steps. The first and last video provide an overview and a recap, respectively, and there is an additional video for objection-handling.
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Track Selling Introduction
The Seven Steps of the Successful Sale are the foundation of the Track Selling System. This video covers the fundamentals of the science and psychology of how and why people buy.
Step 1 - Approach
The first step in the Seven Steps of a Successful Sale is arguably the most important. Without creating a positive first impression, it's less likely you'll advance through the sales process.
Step 2 - Qualification
The second step in the Seven Steps of a Successful Sale is critical to your success. Properly qualifying the prospect will set up the rest of the sales steps.
You'll want to determine the prospects' needs, authority to buy, decision-making process, and budget before your proceed to Step 3: Agreement on Need.
Step 3 - Agreement on Need
In Step 3: Agreement on Need, you summarize the information you discovered in Step 1: Approach and Step 2: Qualification. Identify and verbalize at least three of your prospects needs, wants and desires.
Step 4 - Sell The Company
In Step 4: Sell the Company, you show and tell your prospect why yours is a great company to buy from and partner with. Consider adding visuals that reinforce your verbal story.
Step 5 - Fill the Need
In Step 5: Fill the Need, you focus on what your product or service will do for the prospect: its benefits. You TELL features and SELL benefits. Use the Feature-Benefit-Reaction Question model to ensure your prospect understands and values the benefits.
Step 6 - The Act of Commitment
In Step 6: Act of Commitment, you ask for the sale.
For many salespeople, closing the sale is the most difficult and disliked step of selling. The Track Selling System teaches you a simple, direct approach to closing the sale.
Step 6a - Objection Handling
Few sales happen without objections. Learning how to overcome your prospect's objections is key to winning sales.
What do you do when your prospect has a case of the
FUDs: Fears, Uncertainties, and Doubts?
Step 7 - Cement the Sale
After you make the sale, you need to keep it sold. Make sure your customer doesn't experience Buyer's Remorse. Show your appreciation.
Convert your customers to prospects for future sales opportunities by nurturing long-term customer relationships.
Seven Steps Recap
The videos above summarize the key points for each of the Seven Steps of the Successful Sale. This last video provides some reminders that are important to remember.
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