Do you have a system for insuring your relationships with prospects are continually moving forward toward a buying decision? In other words, are you and your prospect always on the same page, consciously moving forward together? Or do you make the common mistake of approaching the sales relationship haphazardly without knowing where it is going or even where it should go?

Rather than shooting from the hip and making follow-up calls to prospects without having an idea of how or why to call, try turning the sales process into an organized and logical progression—like a stairway—with clearly defined steps that provide comfort and value to both you and your prospect.

Unless you're engaged in a one-meeting sale, your sales cycle will require you to maintain contact with prospects over an extended period of time before a sale can be consummated. You know you will have to follow up with additional information, more meetings, a needs analysis, a proposal, etc., so be prepared to carry the relationship forward. Know at each stage exactly what your next move should be.