The following is a very basic sales process.   It is important to consider this process since not every potential client is ready to buy at this moment in time.  It is good to know what process needs to take place to transition a client from curiosity or shopping to actually buying. 

Establish Rapport – You need to make some sort of personal connection with a prospective client.

Establish the need – You need to show your prospective client that you understand their problem or educate them to a potential problem.

Show what happens if nothing is done – show the damage that can happen or the lack of a benefit.

Show how ineffectively the problem is being solved – Show the weaknesses in the way other companies are addressing the problem. 

Show how your product or service solves the problem – Provide education that will position you as an expert in your field. 

Address potential obstacles – This could be a benefit versus cost comparison, or a more detailed picture of the success one could achieve by using the product or service.  Help the client picture and see the benefits.

Make an offer – Let the potential client know exactly what you want them to do.   Give them a way to shop your products and choose what they like. 

Close the deal – Add on some sort of incentive to get the client to make an immediate decision. 

Follow-up and obtain referrals – Follow-up with your clients and involve them in your sales process.  Stay in contact to increase the likelihood of repeat sales and referrals.