How to Sell Anything to Anybody

"R - D - P - C"   in descending order, where "R" is the most crucial, ending with "C" , which should follow the others automatically.


From the moment you say "hello" until the final "goodbye", you are generating rapport. Hopefully you are making it, rather than breaking it- but one way or another, rapport is part of the entire process.

"D" = Discovery

Discovery is the road map to the sale. Through your questions, find the client's wants, needs, concerns, problems. Want better information? Ask better questions!

"P" = Presentation

Establish value and lead your client to a belief that your product can solve some or all of the needs and wants identified during discovery.

"C" = Close

"C" is the smallest letter. If the others are executed properly, the close is automatic.

(Mahalo to Geoff from Rank for introducing this concept to me many years ago!)

To learn more on this topic, try the book below.