STEP By STEP Sales

Build customer relationships. Make more sales.

You make a difference

The products you offer, the services you provide—you make your customers' lives better

But how do you let them know?

Customers smell a sales pitch a mile away, and you don't want to feel salesy or recite a script like a robot.

You know you can help, but they glaze over when you list the ways how. Their defenses come up if they think they're being sold on something.

How do you show them you can help without losing their attention, or worse, their trust?

Repeat after me:

The Customer Is the Hero, And My Role Is Helping Them Reach Their Goals

Not sell them products. Not change their minds.

Reach their goals.

With my help...

You can show customers how you make their lives better.

You can help them reach their goals.

And you can meet your sales quota without pushing anyone around.

STEP By STEP Sales helps your business build customer relationships and turn them into consistent sales.

Other sales programs might provide some help with concrete concepts like features and benefits, but they rarely address abstract concepts like communication or relationships.

STEP By STEP Sales helps with concrete and abstract concepts. It provides a clear, actionable framework for communication and relationships, and ties that to a powerful, repeatable sales process.

Through in-person workshops or one-on-one coachings, I teach trainees the core components of STEP By STEP Sales.

Product Knowledge

Internalize product facts, features, and benefits and talk about them authentically—no robotic sales scripts

Collaborative Listening

Hear every word, spot every nonverbal cue, and ask the right questions to help customers discover their true needs

Product Stories

Tell stories that show customers how products will change their lives—don't barrage them with features

Serve, Don't Sell

Never switch from service mode to sales mode—learn to close sales by meeting needs

Needs vs. Mechanisms

Relentlessly maintain the customer perspective by focusing on their needs, not your mechanisms for meeting the needs

Practice!

Engage in scenarios with professional actors to groove the STEP By STEP Sales process

The two STEPs of STEP By STEP Sales give you a clear process to prepare for customer meetings and represent your products effectively in those meetings.

The Prep STEP
for day-to-day preparation

Study your products

Take note of success stories

Empathize actively & intentionally

Practice listening & storytelling

The Rep STEP
for meeting with customers

Spot needs with Collaborative Listening

Tell the right Product Story

Educate about benefits

Provide a clear process to get the product

R.J.'s training was 10 times better than I expected from a sales training. It was probably the best that I have been through.

I enjoyed how R.J. approached dealing with customers, and gave us a structure to do so.

I appreciated that the training was focused on how sales benefit the customer, as opposed to pressuring customers or hitting quotas.

R.J. Nestor
Communication & Sales Coach

My name is R.J. Nestor, and I've coached actors to communicate for two decades.

The skills actors develop—internalizing lines, listening, staying in the moment—are invaluable for sales, but few sales trainers know how to teach them.

I do. The communication techniques and exercises I've adapted are unique and invaluable to building relationships that produce sales.

Businesses and organizations that implement STEP By STEP Sales discover that consistent sales result from deep relationships. Quotas are fine for tracking progress, but they are dangerous as motivators—the last thing you want is to reduce your customers to numbers.

Build the relationships, learn who they are, listen to their goals and dreams, and you'll have no problem finding needs that you can meet.

And a need met is a sale made.