Which step is the most important for your selling style?

A lot of the older sales books I read placed the most emphasis on presentations and closing. I read SPIN Selling and it placed the emphasis on the interview.

Which step is the most important for your selling style; prospecting, interviewing, presenting, closing, or something else?

Originally Posted by Mikey A lot of the older sales books I read placed the most emphasis on presentations and closing. I read SPIN Selling and it placed the emphasis on the interview. Which step is the most important for your selling style; prospecting, interviewing, presenting, closing, or something else?

Prospecting for the person who wants what I have to offer - that will then include interviewing and presenting as we close in on the deal.

Our primary focus has been the interview. The more we find out about what the customer wants the easier it is to find the matching property.

As I find all these steps interdependent, I do not think any one is greater than the other, as none can exist without the others; however, prospecting is the FIRST step. If you don't succeed at that one, you will never even get a crack at the others.

Our marketing department brings in almost all of the Buyers so with that taken care of I think the "interview" is the most important step for me. When showing homes it's a lot easier when you show the buyers what they're looking for than to try and "sell" them on something else.

For me, the Interview and Prospecting are most important.

Prospecting, mainly because I find that to be the most difficult part. Once I've idnetified a potential customer it doesn't seem to be a problem to sell to them.

Originally Posted by Mikey Which step is the most important for your selling style; prospecting, interviewing, presenting, closing, or something else?

Prospecting for "qualified" companies/customers is important. (cant waste time calling on unqualified prospects)
"Interviewing" is most critical for me because it helps me "engage" the potential client and helps build credibility; showing that I am sincerely interested in their unique issues (and the answers they reveal is educating which can make us more knowledgeable and proficient in sales)