Six Steps To Successful Selling – Step 4

selling successfully, Step 4 of 6Welcome to step 4 of the 6 steps to successful selling. This step uses the information gathered from steps 2 and 3 and the need for rapport (Step 1) is still evident. This step also clarifies so much in the process because it’s all about “matching”. This is the point where you match the product or service to your prospect.

Because you have created rapport, asked questions to find out more about your prospect, their model of the world and their value systems, it’s time to tie everything together. Using the information you have, you should now be sure that your product will actually SERVE the prospect.

Selling Successfully Is Not Just About The Money

Remember that sales is all about SERVING your prospect. If your product or service is not going to fulfil the need of that prospect, you must be prepared to refuse to sell to them.


You want a person to leave you feeling you’re on their side. That way they are more likely to recommend you to someone who will benefit from your product.

You’re looking for a positive reaction to your work and this can be done by refusal, much the same as getting the sale and successfully helping the prospect. If you were to go “all out” for the sale, regardless of the NEED of your prospect, what do you think could happen?

Match your product to prospect to sell successfullyIt’s very possible your client will criticize you heavily. It would be YOUR fault they failed. Of course, this is not 100% true, but a product or service that does not “fit” is very likely to bring you bad press. Bad news travels faster than good news, so be sure to look after your reputation. You have set out your stall to meet the needs of your prospect, so now you must remain consistent and ensure that you actually DO meet those needs.

Product / service “matching” is vital in the sales process if you are to be successful at it. You may have the perfect course in mind for a certain person, but it’s all on video. If that person says that they find it hard to concentrate on video, would this course actually BENEFIT them if they told you they prefer to READ and take action step by step? I doubt it would, don’t you?

This is where the skill of listening comes to the forefront, and also the taking of notes during your questioning steps. Your prospect will LOVE it when you listen to them and link things to their preferred methods of learning or whatever their specific values are.

Finding out the prospect’s preferences is the key to matching. Any successful selling process needs this process to work well in order to have a better sales relationship with a prospect. It’s a great way to forge a happy relationship with a very happy prospect.

Step 4 Of Successful Selling – Summing Up

Using the rapport you have created (step 1), it’s important you get all of the relevant information. This is done by asking questions (step 2). Then you ask relevant questions to get the values of the prospect (step 3) so you can then move on to the “matching” of the product or service to your prospect. All of this can actually take minutes rather than hours, but the step by step process is more successful when you do it in this sequence.

Matching your product to the prospect and their values will determine whether you will be successful at selling or not.


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14 Responses to Six Steps To Successful Selling – Step 4

  • Hello Barrie! what a great series you have going here my friend!
    You make it sound all os easy! I love how you stated ” If your product
    or service is not going to fulfil the need of that prospect,
    you must be prepared to refuse to sell to them”

    I dont think a whole lot of people will do this now will they?

    Love This.

    off to read the first steps.

    Great job
    Chery :))

    • Not many will refuse to sell Chery. My thought is that if the product doesn’t serve the prospect, you should be prepared to accept that fact and help them.
      Thanks for your input. 😀

  • Hi Barrie,

    Excellent series.

    Of course, making sales is all about making money… but i understand your point that we really don’t want people’s money unless we are selling them something that will actually help them.

    i usually like to tell people that “this is not for everyone… please make sure it’s what you want before you buy it” or some such thing. It’s kind of my disclaimer to let people know i really want to sell them something that will help them, otherwise I don’t want their money.

    you might lose some immediate sales that way, but you’ll gain a lot of trust that goes a long way to building your long term business.

  • Hi Barrie,
    Very cool series, I agree we are in business of service.
    It’s important to learn how to sale without SELLING,
    As we all like to buy stuff but nobody likes to be sold.

  • Hi Barrie,

    This is such an important step – knowing when to refuse a sale.

    People pitch me all the time for advertising programs but I don’t like promoting them to other people because I’m not 100% confident in them. I much prefer a product based program, but even when I tell people I don’t like advertising programs they still carry on at me, so I just ignore them now.

    To avoid any mismatch I much prefer to talk to people first and see what type of business they’re looking for because I would far rather miss getting a customer than have an unhappy one.

    Funny you should say about videos – I know they’re all the rage now but I am terrible at watching videos and have a tendency to fall asleep in anything over about 5 minutes, I much prefer something paper-based I can makes notes and refer back to them.

    Perhaps if I have earlier nights I could watch the longer videos but I can’t see that happening. So many videos do witter on about nothing instead of getting to the meat of the material. I’m sure many could be half the length!

    Joy – Blogging After Dark

    • It’s important to know when to shut up Joy. I agree with you about things I’m not 100% confident about too. Also, why do people carry on when you say “I’m not interested”. So annoying. Thanks for your valuable input. 😀

  • Indeed, Barrie, there’s no point leaving a dissatisfied customer, that will only get you bad press!

    Enjoy the journey!

  • hi barrie

    as you shared, selling is about serving. though people sell to make a whole lot of profit but that should not be the focus. a satisfied customer is always a loyal one

    this is more the reason why product – customer matching is essential. love your series.

    thank you for sharing.

  • Great.. as a internet market i would like to follow your tips.. 😉 Thanks for sharing an awesome idea dear.. 😉

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