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

In the context of the 6 step sales formula, the third step is to present a solution. This step is crucial because it directly addresses the needs and concerns the customer has expressed during the previous interactions. Once you've qualified the customer and identified their specific problems or needs, presenting a tailored solution demonstrates how your product or service can effectively remedy their issues.

This moment is essential for building trust and rapport, as it reflects your understanding of the customer's situation. By clearly outlining how your offering meets their requirements, you pave the way for a more engaged conversation and increase the likelihood of moving forward in the sales process. Creating a compelling presentation that resonates with the customer is a skill that can significantly influence the outcome of the sale.

The other steps, while important, serve different purposes in the overall sales process. Following up, closing the sale, and negotiating terms are all subsequent actions that depend on having a well-articulated solution in place first.