Steps in the Sales Process

Approach. Salesperson attempts to capture customer's attention and interest and often immediately mentions a standard benefit that shows the conversation will be worthwhile.
Needs identification. Salesperson asks questions to determine the needs of the customer. In complex situations with customized products, many questions are asked.
Presentation. Salesperson presents the sales pitch, demonstrating that the product meets the needs identified by the customer.
Objections. Salesperson addresses any objections or concerns and tries to determine if they arise from lack of understanding on the customer's part or a need not previously identified.
Closing the sale. Salesperson asks for the sale. This stage can come relatively quickly in simple selling situations or after many calls in a more complex situation.