The original commonly used Seven Steps terminology is in bold. In recent years more sophisticated interpretation and application of the Seven-Step selling process requires the model to be expanded and interpreted with more subtlety and flexibility, as shown here:
- Preparation
planning/research/approach (using facilitative methods)
- Introduction
/opening/approach/establish initial credibility
- Questioning
identify needs/ask how and what, etc/establish rapport and trust
- Presentation
explanation/demonstration
- Overcoming objections
negotiating/fine-tuning
- Close
- closing/agreement/commitment/confirmation
- Follow-up
after-sales/fulfil/deliver/admin
