Relationship-based marketing and selling involves a series of activities, which follow a pattern, or "sales cycle." The foundation for much of your work, the sales cycle can be broken into 10 steps, which, at times, will overlap.

When each step is performed thoroughly and professionally, one activity builds on what has come before, and the decision to buy is a natural part of the process, not a major decision made all at once. What's more, when the last activity is complete, you can reintroduce the buyer to your sales cycle.

Building skills with the sales cycle is just part of the equation. You must also understand the thought process people go through when buying anything. It's called the "buying cycle."