There are 6 steps in the sales process according to Integrity Selling by Ron Willingham.
This is the point at which you demonstrate that you can provide a solution to the customer’s needs. Demonstrate that you and your company have the knowledge and experience to provide a solution to their stated need and handle any concerns. Use brochures, schematics, drawings, formal proposals and project images to reiterate your ability. In fact, anything that demonstrates your capability to be the solution to the customer’s needs.
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