Are your reps losing business because they're not following the steps of a sales call? Hi, I'm Jim Pancero, helping you and your team be more effective in selling a day. And the reality is there's a foundation of selling that's called the steps of a sales call. It's the process from the time you identify a new opportunity till you'll close and agree on your next contact. What are the steps when you're in front of a customer that you need to go through? The problem is most sales people today are intuitive and have never learned the steps or see the importance of them. And because of that there's three problems. The first problem is if they don't know the steps of a sales call and how that structure works, they're doing all the talking. The second problem is because they're doing all the talking, they're very rarely asking many questions of the customers to discover need and potential opportunities available to them. They just keep presenting their products and why they're so great. And the third problem is if you don't understand the steps of a sales call and you do all the talking and you ask few questions, you're going to come across as very pushy and aggressive. This is a simple structure of selling. The steps of a sales call, lower resistance, ask questions, present, close, and then agree to your next contact. But if a sales rep doesn't understand and follow those steps, they're likely not going to be as successful as they can be. And after all, our goal is to help them sell even more.