What is the first step in the 6 step sales formula?

The first step in the 6 step sales formula is to connect with the customer. This initial interaction is crucial because it sets the tone for the entire sales process. Establishing a rapport helps build trust and makes the customer feel heard and valued. When a salesperson successfully connects with a customer, it creates an open channel for communication, allowing the salesperson to better understand the customer’s needs and concerns.

The importance of this step lies in its ability to lay the groundwork for the rest of the sales process. Without a solid connection, it becomes challenging to identify and discover the specific needs of the customer, which are fundamental for tailoring solutions effectively. A meaningful connection also encourages the customer to be more receptive to the information that follows, enhancing engagement throughout the sales conversation.