Friday, August 17, 2018



5 steps to the sales call by Greg Hill

How to sell using the 5 steps to the sales call. 5 steps to the sales call are: 1. Preparation. 2. Introduction. 3. Probing. 4. Features and Benefits of your product. 5. Close. This is the overview for the Free Sales training series.

First Step of the sales call is part of a free sales training series which is available to registered members of Membership is free. This episode explores preparation of a sales call both actual and mental. Also Greg Hill explains an overall strategy to cope with the stress of being a sales professional.
Step 2 of the five steps to the sales call

The introduction is designed to build a strong foundation for the entire sales presentation. It is not designed to sell your product or service but instead help create a relationship with the person you want to sell to. This is the time where they size you up and for you to establish your believability. Many salespeople are worried about being cut off and not being able to sell so they jump right into the pitch. The more likely a prospect believes a sales professional the less likely they are going to cut them off. More

The third step of the sale, also known as needs assessment or simply stated asking questions. “How to Sell, 5 steps to the sales call,” video training series is free at
The stated context of probing has always been the same.  It is “I need to know a little more about your business and what your needs are so that I do not waste your time with products or service you don’t.  (More)

 This is step four of the five steps of the sales call. Which is called features and benefits? This is the step of the call where you actually start selling. By putting off the prospect’s questions up till now you have a more attentive person to talk to.
Free Sales Training Step 5 of the 5 Steps to the Sales Call by Greg Hill
Step 5 of the sales is about closing the deal. These techniques are called closes and each has its own name that reflects a characteristic of the technique. Closes are designed to create an atmosphere that eliminates emotional resistance by the prospect and helps conclude the decision making process in a mutually satisfying manner. There are two closes that a sales professional should use most of the time. First is the assumption close. The sales pro just assumes the deal is closed and continues with the order process. If the prospect does not stop sales professional the process continues and it is a done deal. The button up close is after the sales professional makes a proposal he or she waits for the prospect to respond. If the “five steps” of the sales are done correctly these two closes should work well. For those situations that are the exception there are alternative closes. The following closes are covered in this video training: The drop close, the take away, small medium large, closing on the objection and much more.
I meet this girl at a party. We hit it off and I say:
A: Let’s have coffee tomorrow after work.
B: Let's go to Vegas and spend most of our time in the hot tube.
Obviously the closing ratio will be higher with A than B. Getting an actual trip to Vegas will be higher if I start out with A. It hurts your odds on closing a deal if you skip too many steps. Also if you close a deal too quickly it may blow up down the road. So this video I will explain the theory of one step sales. Get to the decision maker selling the appointment until the close. The biggest nightmare to option B is sometimes they say yes.