7 Sales Steps… But the “Steps” aren’t the most important part.
One of the core concepts in the book Selling & Sales Management is the 7 stages of the sales process:
- Preparation
- Prospecting (Finding potential customers)
- The Approach
- Discovery (Understanding customer needs)
- Presentation (Presenting the solution)
- Handling Objections
- Closing & Follow-up
Interestingly, author Lisa Spiller does not view this as a rigid checklist.
Instead, she sees it as a mindset framework that helps salespeople prepare their mental state and resources for every customer meeting.
From Theory to Real World Action
In the book, each chapter is designed with:
Role-play scripts
Case studies
Practical exercises
The goal is simple: to help learners master every step of the process through immediate practice.
𝐓𝐡𝐞 𝐓𝐫𝐚𝐢𝐧𝐢𝐧𝐠 𝐏𝐡𝐢𝐥𝐨𝐬𝐨𝐩𝐡𝐲 𝐚𝐭 𝐇𝐂𝐗 𝐂𝐨𝐚𝐜𝐡𝐢𝐧𝐠
This approach perfectly matches the philosophy we use to design programs at HCX Coaching:
“Sales skills cannot be learned through slides, they must be learned through real world practice.”
In our training programs, we focus heavily on intensive practical activities:
Simulating call planning
Customer role-playing
Objection handling workshops
Post call coaching
Because sales is a skill, and skills can only improve through intentional practice.
The big question is: Are you training your sales team through real world practice, or are you just stopping at theory?