There are four steps that are part of every sale. They are: 1. Getting a lead, a referral, an introduction to a decision maker. 2. Getting an appointment to meet the decision maker. 3. Meeting the decision maker face-to-face. 4. Getting a commitment to a close (a purchase) or to an action that directly leads to a close. Assign one point to Step 1, two points to Step 2, three points to Step 3, and four points to Step 4. Work every day to get a total of four points,
