The 5 Basic Stages of Selling

  1. Attention: Get the attention of your prospect through advertising or promotions.  Remember the marketing section earlier?
  2. Interest: Build interest through an emotional appeal such as how good they will look.
  3. Desire: Build desire by starting with the OBJECTIVE and designing for the total project.  Desire is built when the end-user feels included and vested in the project.
  4. Conviction: Increase the desire for your product by proving the worth of your product (compare to competitors, use testimonials from happy customers, show holistic long-term solution).
  5. Action: Encourage the prospect to act. Ask for the sale; if they object, overcome the objections and ask for the sale again.
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Submitted by fjcava on Wed, 10/21/2009 - 14:18
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FJ Cava

FJ is the Business Support Manager for Inveneo FJ has over 15 years in the non-profit field - he’s done everything from International Population Assistance in Ann Arbor, MI to Peace Corps in Gabon to Domestic Small Business Development in the Bay Area. He has a BA in Biology from Ithaca College with a minor in Photography and an MBA in Entrepreneurship from San Francisco State University. He also spends some nights teaching business planning classes for a local non-profit called Women’s Initiative. FJ started his own Internet Cafe in the Bayview District of San Francisco called the Bayview Webspot.