The Triangle Offense Building your own sales pyramid-one step at a time

All salespeople recognize this one simple truth: Most of thebusiness we do is based on the relationships we have with ourcustomers. It stands to reason, then, that your best customers willbe those with whom you have the best relationships. But how do youbuild those "best" relationships?

You need to construct a foundation step by step. Each step leadsto the next level, and the next, and the next. In fact, there arefour levels that make up the sales-success pyramid:

Level 1: Prospecting and Presentation
Just about every company trains new salespeople by teaching"funnel selling"--that is, the more cold calls you make,the more sales you make at the end of the funnel. What's mostimportant, however, is what's inside the funnel--how you take acustomer from the first appointment through the sales cycle to theclose.