In sales there is no margin for error. Selling is small steps that you take to reach the big goal. Selling is no more an art its a science. Conversion ratio can only improve if we know how to take a journey inside the customers mind.

1. Symphonia

4. Capture….. Outcome How I felt What went wrong If repeated ---------------------- ---------------------- ---------------------- ---------------------- ---------------------- ---------------------- ---------------------- ---------------------- ---------------------- ---------------------- ---------------------- ---------------------- ---------------------- ---------------------- ---------------------- ---------------------- ---------------------- ---------------------- ---------------------- ---------------------- ---------------------- ---------------------- ---------------------- ---------------------- ---------------------- ---------------------- ---------------------- ----------------------

6. Why do people Buy T I M E N E E D Major Problems Minor Problems

7. How do people Buy 1. Recognition of Need 2. Evaluation of Option 3. Elimination Of Doubts 4. Decision

10. The six stages 1. Prospecting 2. Appointment 3. Meeting 4. Exploring Needs 5. Analyzing Need 6. Presenting Solution 7. Closing 8. After Sales Service

11. Symphonia : Buying Process 1. Prospecting 2. Appointment 3. Meeting 4. Exploring Needs 5. Analyzing Need 6. Presenting Solution 7. Closing 8. After Sales Service Recognition Of Need Implied Need Explicit Need Evaluation Of Option Elimination Of Doubt Decision

13. Symphonia 1. Prospecting 2. Appointment 3. Meeting 4. Exploring Needs 5. Analyzing Need 6. Presenting Solution 8. After Sales Service 7. Closing

14. Symphonia