In this podcast series, we’ll explore the seven essential steps of a successful sale from Roy Chitwood's seminal book, World Class Selling: The Track Selling System™. This book outlines a structured approach that has guided sales professionals for decades.
1. Approach: Make a strong first impression with a warm greeting, using the prospect’s name, and introducing yourself. Build rapport through open-ended questions.
2. Qualification: Uncover the prospect’s needs, authority, and resources to ensure they fit your solution well.
3. Agreement on Need: Align with the prospect on the problem they need solved, setting the foundation for presenting a solution.
4. Sell the Company: Showcase your company’s reputation and capabilities, building trust that you can deliver on your promises.
5. Fill the Need: Present your product or service as the ideal solution to meet the prospect’s needs.
6. Act of Commitment: Confidently ask for the sale, guiding the prospect toward making a decision.
7. Cement the Sale: Follow up after the sale to ensure satisfaction, strengthen the relationship, and secure future opportunities.
This series will guide you through each step, helping you master the Track Selling System™ for lasting success. The final episode, Master the Seven Steps of the Track Selling System, wraps up the series.
