OVERVIEW

What is a "Selling Cycle?"

This refers to the steps or stages through which a selling process "flows" from beginning (initial contact with customer) through end (when the customer buys) and the "cycle" back through a repeat sale (the same steps are performed again) to the same customer.

What is Meant by "Multi-Call" and "Single-Call?"

In both types of sales processes the same "Five-Steps" are used.

In a "Single-Call" the salesperson attempts to accomplish ALL five steps in a single interview or meeting with the potential customer. This is very common in "Transactional Selling" situations.

In a "Multi-Call" the salesperson generally will use a SEPARATE meeting for each of the five steps. This is the prefered approach in "Consultative Selling" situations.

THE FIVE-STEP SALES CYCLE

STEP # 1	STEP # 2	STEP # 3	STEP # 4	STEP # 5
Role-Play II	Role-Play III	Salesperson does this at their office	Role-Play IVa ,b, c	Salesperson does this after the sale on a regular schedule
Database Building - "Networking" builds Relationships	Need Discovery - Customer Problems are also "needs"	Selection of Product to Match Needs (Write a "Proposal")	Need-Satisfaction Presentation (Essentially you are presenting the "proposal").	After Sale Servicing - Repeat and Referrals are the result

NOTE: After the sale is properly serviced, the "relationship" with this customer is further strengthened. The salesperson is then in position to "flow" back through Step # 1 to make a "repeat" sale.