---
title: "10 Steps to Successful Selling: With Action Breakdown and Practical Tips"
description: "This article outlines a 10-step sales process, starting with preparation and mindset, building trust with customers, understanding their needs, presenting solutions, handling objections, closing the sale, and providing after-sales service. It emphasizes the importance of emotional state, communication, and customer value."
author: "New Distribution"
publisher: "New Distribution"
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telephone: "+8615854817671"
published: "2015-12-05"
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---

# 10 Steps to Successful Selling: With Action Breakdown and Practical Tips

> This article outlines a 10-step sales process, starting with preparation and mindset, building trust with customers, understanding their needs, presenting solutions, handling objections, closing the sale, and providing after-sales service. It emphasizes the importance of emotional state, communication, and customer value.

> Step 1: Preparation in Advance
> 1. Professional knowledge: review the advantages of the product.
>
> 2. An attitude of gratitude (thank the inventor and maker of the product).
>
> 3. A persuasive person can influence many people's lives.
>
> 4. You must imagine that your product has such great value—far exceeding its price.
>
> 5. List 1-10 reasons why your company is great. You are proud of your company and product; if the customer doesn't buy, it's their loss. (Make sure the customer sees, hears, feels, and knows this.)
>
> 6. Create a dream board for yourself—everyone's dream board, put it on the wall!
>
> 7. Prepare your mental state. Sit quietly for 15 minutes to eliminate negative energy, which comes automatically. Be kind—relax—listen to motivational tapes.
>
> Step 2: Bring Your Emotions to a Peak State
> 1. Dramatically change your body language; actions create emotions.
>
> 2. The biggest weakness in life is lack of passion.
>
> 3. Before takeoff, you must push your gear to the limit!
>
> 4. Action comes from vitality, vitality comes from activity. Ways to increase vitality: deep breathing, eat less at breakfast (the more you eat, the more tired you get).
>
> Eat less, live longer; always eat only 70-80% full.
>
> *Food affects the body's magnetic field.
>
> Vegetarian diet brings endurance—like cattle and horses.
>
> Meat diet brings explosive power—like tigers and wolves.
>
> Drink more juice: watermelon juice, orange juice, carrot and celery juice. Fruits should be eaten on an empty stomach.
>
> Step 3: Build Trust with Customers
> 1. Share through a third party, at least with a third-party witness.
>
> 2. Through listening. 80% of the time should be the customer speaking.
>
> 3. Selling is done by asking questions.
>
> 4. Principles of asking: Start with simple, easy-to-answer questions. Ask questions that lead to "yes" answers. Start with small matters. Ask constraining questions. Ask questions with answers the customer can discuss. Try to avoid questions that might be answered "no." (If the customer says they don't understand the product, it's okay; continue asking other questions—directly ask about the customer's problems, needs, and desires.) *The poker game: the art and practice of questioning.
>
> 5. Always sit on the customer's left—look at them moderately—maintain a moderate questioning style—take notes. Don't make sounds (listen to the other's expression). Don't interrupt; listen carefully. After they finish, repeat back to them.
>
> 6. Trust comes from mutual liking. Customers like people who are like them, or people they hope to see.
>
> 7. Three elements of communication: (In communication, be consistent with the customer) 1. Words 2. Tone and voice 3. Body language. Liking creates resonance. To communicate well, you must be similar or resonate with the other person in words, tone, voice, and body language. Words account for 7%, voice 38%, body language 55%.
>
> Types of people in communication: 1. Visual (speaks very fast) 2. Auditory 3. Kinesthetic. Handshake—an important way of communication: however the other person shakes, you shake the same way. Clothing and image: match the customer's environment.
>
> Step 4: Understand Customer Problems, Needs, and Desires
> Desires: 1. Current; 2. Likes, happiness; 3. Change, alter, modify... 4. Who is the decision-maker... 5. Solutions (is it the only decision-maker?)
>
> When meeting a customer for the first time, start by talking about: 1. Family; 2. Career; 3. Leisure; 4. Financial situation. Questions in selling: Ask in detail: 1. Your various needs for the product; 2. Among your requirements, which is the most important? Second? Third? (This gives you the customer's "purchase values"!) This is "test closing." The key is to thoroughly understand the customer's values, then correctly propose a solution.
>
> Step 5: Propose Solutions and Shape the Value of the Product (Money is an exchange of value)
> Customers buy because it has value to them. They don't buy because they think the value is insufficient. First understand the customer's life values, see what is most important to him/her. What do you think is most important in your life? 1, 2, 3. What are your biggest fears in life? 1, 2, 3. (List which is most important.) Then tell him, if there is a service (product) that can satisfy your above values, would you buy it? Customers buy values. First tell the customer about "pain": 1. Past pain (loss); 2. Present happiness; 3. Future greater happiness. Selling is like stabbing a knife into the customer's heart, blood dripping out, then telling them you have a medicine. Then the customer will chase after you. A person hasn't changed because the pain isn't enough. A person hasn't made big money because the pain isn't enough. A person hasn't succeeded because the pain isn't enough.
>
> **Step 6: Analyze Competitors**
> Do not criticize competitors. How to compare? 1. Highlight the product's three major features; 2. Point out the biggest advantage; 3. Point out the competitor's weakest point; 4. Compare with more expensive products. (Be sure to hit the customer's key button) i.e., the values most important to the customer. Key buttons for training: Success—don't you want success? Please fill in the "registration form"! For visual people: talk more about "you see"; for auditory people: talk more about "you hear"; for kinesthetic people: talk more about "you touch." Methods to shape product value: 1. First give pain; 2. Enlarge the wound; 3. Then give the antidote. Customer value types: 1. Family type: family first, dislikes change, values security, peace of mind, durability, verification; 2. Imitation type: self-confidence, confidence, gaining approval from the opposite sex, stars, big shots; 3. Mature type: unique, the best; 4. Social recognition type: wisdom, helping society, contributing to the country; 5. Survival type: cheap, saving money; 6. Mixed type: a mix of the above. Sales methods to increase income by 20%: Understand 4 thinking modes: 1. Matching type: looks for similarities (therefore, should learn from customers' successful sales experiences, then guide new services); 2. Same-seeking-different type: 60% of people belong to this. First affirm that two methods are the same, then propose differences; 3. Different-seeking-same type: first affirm differences, admit "shortcomings," then seek common ground; 4. Splitting type: argues internal contradictions, opposes everything. How to design a product presentation: The customer's mind will think: 1. Who are you? 2. Why should I listen to you? 3. What benefit is it to me to listen to you? 4. Why should I buy your product? List 5-10 reasons to buy. 5. Why shouldn't I buy a competitor's product? 6. Why should I buy now?
>
> Step 7: Remove Objections
> Kill the monster before it grows. 1. Pre-frame: before the customer raises an objection (like too expensive), "remove" it (first-class products sell at first-class prices, and only first-class people will buy). Generally, customers have no more than 6 objections, so list them in advance, such as: A. Time B. Money C. Effectiveness D. Decision-maker (successful people decide for themselves). E. Don't understand F. Don't need; 2. Three apples: red, green, rotten. Sales champions choose good customers, not "rotten" ones; 3. All resistance points are resolved through "questioning." Value-based closing and competitor price/quality comparison closing.
>
> Step 8: Closing
> 1. "Drop dead" closing; 2. After-sales service confirmation closing; 3. Two-option closing; 4. Confirmation form signature closing (pre-design a complete "confirmation form"); 5. Silence closing (if the other party doesn't talk, you shut up and wait for them to sign; whoever speaks first dies); 6. Contrast principle closing (first present the most expensive product, then throw out the low-priced one); 7. Back-horse closing (when leaving, ask the customer where you did poorly, then return and re-present) (the most hateful resistance is unspoken resistance); 8. Assumption closing: You don't buy, but if one day you would buy, what would it be like? Then understand the customer's real buying reason.
>
> Step 9: Ask for Referrals
> 1. Give value, make you satisfied; 2. Do one or two friends around you also need such value? 3. Do they have the same quality as you, and also like this service/product? 4. Could you write down their names? 5. Can you call them right now? OK! (Call on the spot); 6. Praise new customers (through the referrer's words); 7. Confirm the other's needs; 8. Schedule a visit time.
>
> Step 10: After-Sales Service
> Doing after-sales service is not as good as doing pre-sales service.
>
> 1. Write a thank-you letter, first apologize, express deep regret, and hope for the opportunity to continue serving you.
>
> 2. (After one month or half a month) Send materials to the other party.
>
> 3. Send materials again.
>
> 4. Continue for six months, one year, two years, ten years.
>
> 5. For after-sales service, do services unrelated to the product (on the basis of product-related services).
>
> The secret of service: the only secret is regular follow-up visits.
>
> 1. Immediately create a customer file and record customer information immediately. 2. Immediately record any customer needs and try to satisfy them immediately. 3. Move the customer. 4. Gratitude brings loyalty. Keep promises to customers: express heartfelt gratitude, lifelong gratitude. Send materials to customers, send books and newspapers, write by hand and sign personally.
>
> One technique for customer goodwill activities: design a letterhead for each customer (logo, slogan, standard color, famous quote, thank-you message), and send it to each of the customer's contacts.
>
> Li Ka-shing said: Going to customers' doors is tiring; it's easier when customers come to you.
>
> When customers complain, make additional compensation. Customers who complain are valuable.
>
> Never lose a customer. (As long as the customer ignores you, keep apologizing. Even if you don't close the deal, at least you won't spread "bad words.")
>
> **-END-**
>
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