Sales Process, #2 of 10
This post was written by seven on November 11, 2009
Posted Under: Entrepreneur Mindset
Posted Under: Entrepreneur Mindset
Simplified Overview of Sales Process steps
1. Preparation (of myself as seller, mentor, provider) Do I have the facts at my immediate recall? Do I have high motives in wanting to serve my potential client? Am I prepared to deliver the highest quality service I can to this person, these corporate people?
2. Meet and qualify (prospective buyers, clients) (in person or online) If online or by print media, okay. If in person, BE PERSONABLE! Be professional, approachable, informed, honest, well-dressed and possessed of a comfortable sense of self-deprecating humor.
Qualify the prospect (can this person afford what he says he wants? What does she want? *Use A.I.D.A.)
3. Demonstrate My Wares, Services (answer objections, show benefits) Benefits are NOT ‘features’… benefits are the FEELINGS and the EXPERIENCES that Client GETS from using your feature-laden products or services. Features-smeechers! SHOW THE BENEFITS!
4. Negotiate the sale (Close. Help client to COMMIT to purchase) Learn ‘Questions That Sell’. Help this person MOVE to his own self-interest, ACT in his/her own best interests by TAKING ADVANTAGE of your offer.
5. Make the exchange and deliver goods (Move through the transaction) Take action, follow through, inquire in a timely manner about the delivery, suitability of purchase and Client’s Experience. CARE how your Client is experiencing this all.
Advantages of process
This process is time-tested, logical and emotionally satisfying to both sellers and buyers, IF it is followed. This is what some very competent people call a ‘canned, planned procedure’. Following a process becomes part of a winning System. Systematize YOUR processes.
From shy-hello to congratulative closure and on to supportive follow-up, selling is a PROCESS, NOT an ACT, a SERVICE not a SCAM!
Action Plan: Meet with your Team, to REVIEW and TWEAK Your Sales Process. Are you hitting the major hot-buttons for your (prospective) clients? Are you satisfying emotional NEEDS when they become Clients? Are you aiming at your Ideal Client?
