01/23/2018
Sales 101
As I said before, making sales is a process. There are clear, step-by-step actions that can be taken and result in a sale.
1. Preparation
Make sure you have prepared for your meeting, presentation, or appointment. You have complete control of this part of the sales process, so it is important to do everything you can to set the stage for your success.
2. Build a Relationship
The first few minutes you spend with a potential customer set the stage for the rest of your interaction. First impressions are everything. Your goal in the second step is to relax the customer and begin to develop a relationship with them. Establishing a real relationship with your customer will create trust.
3. Discuss Needs + Wants
Once you have spent a few moments getting to know your prospect, start asking open-ended questions to discover some of their needs and wants. If they have come to you, ask what brought them. If you are meeting them to present your service, ask why they are interested in, or what criteria they have in mind for that service.
4. Present the Solution
Once you have a solid understanding of what they are looking for, or what issue they are looking to resolve, you can begin to present the solution.
5. Overcome Objections
As you present take note of potential objections by asking open-ended questions and monitoring body language. Expect that objections will arise and prepare for it. Consider brainstorming a list of all potential objections, and writing down your responses.
6. Close
This is an important part of the sales process that should be handled delicately. Deciding when to close is a judgment call that must be made in the moment during the sale. Ideally, you have presented a solution to their problem, overcome objections, and have the customer in a place where they are ready to buy/sell.
For more details on this process and more check out my book at: http://thebp.site/105046
