Which is the correct sequence of stages in the selling process?

Which is the correct sequence of stages in the selling process?

• A. Prospecting → Presenting → Approaching → Closing → Handling Objections → Follow-up
• B. Approaching → Prospecting → Presenting → Handling Objections → Closing → Follow-up
• C. Prospecting → Approaching → Presenting → Handling Objections → Closing → Follow-up
• D. Prospecting → Approaching → Handling Objections → Presenting → Closing → Follow-up

Answer: (C)

The sequence being tested follows a logical progression from identifying potential customers to nurturing the relationship after the sale. Start with prospecting because you need to find people who might buy before you can engage them. Once you have a prospect, you move to approaching, which is about making contact and beginning to build rapport. With an initial connection established, you present the product or service, tailoring the message to address the prospect’s needs and show value. Objections naturally arise from what’s presented, so handling objections comes next to address concerns and keep the discussion on track toward a decision. After the prospect is convinced, you move to closing to secure the commitment. Finally, follow-up ensures satisfaction, reinforces the relationship, and opens chances for repeat business or referrals. Sequences that place presenting before approaching, or handling objections before presenting, disrupt the flow, and following up before closing prevents securing the sale.

The sequence being tested follows a logical progression from identifying potential customers to nurturing the relationship after the sale. Start with prospecting because you need to find people who might buy before you can engage them. Once you have a prospect, you move to approaching, which is about making contact and beginning to build rapport. With an initial connection established, you present the product or service, tailoring the message to address the prospect’s needs and show value. Objections naturally arise from what’s presented, so handling objections comes next to address concerns and keep the discussion on track toward a decision. After the prospect is convinced, you move to closing to secure the commitment. Finally, follow-up ensures satisfaction, reinforces the relationship, and opens chances for repeat business or referrals. Sequences that place presenting before approaching, or handling objections before presenting, disrupt the flow, and following up before closing prevents securing the sale.