What are the three KEY steps in the relationship-sales process?

The three key steps in the relationship-sales process are assessing, presenting, and closing.

In the context of sales, assessing involves understanding the needs and preferences of potential clients. This step is crucial as it sets the foundation for a successful interaction by gathering the necessary information that will inform how you approach the client. Understanding exactly what the client requires allows for a more focused and personalized sales strategy.

Next comes the presentation, where you share the features and benefits of the product or service in relation to the client's needs. This part of the process aims to demonstrate how the offering can solve specific problems or enhance the client’s life. A well-crafted presentation addresses the specific pain points identified during the assessment phase and effectively showcases solutions.

The final step is closing, which involves finalizing the sale and ensuring that the client feels confident and satisfied with their decision. This step is essential for solidifying the relationship and encouraging future engagements. It reflects not only on sealing the deal but also on maintaining a positive rapport with the client post-sale, setting the stage for possible referrals or repeat business.

In contrast, options that involve contact, collaborate, or listen might emphasize important interactions, but they don't encapsulate the structured process necessary for effective sales in the same way as assessing, presenting