Like any effective salesperson, Tai Yang walks into a customer's office, shakes hands, looks the customer in the eye, and smiles. After exchanging pleasantries, Tai Yang will immediately try to create interest in his company's product and establish

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Establishing where the customer is in the buying process is the most important step in the sales process. This will help Tai Yang tailor his pitch to the customer's specific needs and concerns, and it will also inform him of the appropriate next steps in the sales process. Knowing where the customer stands in the buying process will also inform Tai Yang of how much time and effort to allocate to this particular sales opportunity.

Like Any Effective Salesperson, Tai Yang Walks into a Customer's