Episode 1.2: The Sales Process Starts with the Customer

In this episode of Selling That Solves Problems, Dr. Derek, Marcus Reed, and Tina Green explain the professional selling process and why it must be connected to the customer’s buying process. Students learn the major stages of selling, including prospecting, preparation, approach, needs discovery, presentation, objections, closing, and follow-up, while also considering how customers recognize problems, evaluate options, manage risk, and decide whether to move forward.