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

The second step in the 6 step sales formula is to discover a need. This step is crucial because it involves engaging with the customer to identify their specific problems or concerns that need to be addressed. Understanding the customer's needs allows the salesperson to tailor their approach and ensure that the solutions presented later in the process align with those needs.

Discovering a need often requires asking open-ended questions and listening actively to the responses. This information gathering helps build rapport and trust between the salesperson and the customer and lays the foundation for effective communication moving forward. By accurately identifying the customer's needs, the salesperson is better equipped to recommend appropriate solutions, making the sales process more effective and customer-centric.

The subsequent steps, like presenting a solution, become far more impactful when grounded in a clear understanding of the customer's specific requirements. This makes the discovery of need an essential part of the sales formula, serving as a guiding principle throughout the remainder of the sales interaction.