Hank Darlington

Hank Darlington's Posts

• Management

  Closing the sale and asking for referrals are the last steps of the selling cycle

  by Hank Darlington

  We've covered prospecting, the initial contact, qualifying the client, the presentation, and meeting objections and concern. The final two steps of the seven-step selling cycle are closing the sale and referrals.

• The Third and Fourth Steps in the Selling Cycle

  by Hank Darlington

  Last month we covered the first three steps in the Selling Cycle: prospecting, the initial contact, and qualifying. Here are the next two steps.

• The Selling Cycle

  by Hank Darlington

  There are seven steps to selling that every salesperson should master: prospecting, the initial contact, qualifying the client, presentation, meeting objections and concerns, closing the sale, and referrals. Here's a look at the first three.