As we start a new year, I thought it would be a good idea to take a look at the fundamentals of sales. This is simple back to basics and is based on the Integrity Selling program.
There are six steps in the sales process and if you don’t follow each step, you will not close. Guaranteed.
Step # 1 Approach
The first step is the approach which is the initial few minutes as you meet a new prospect. The key to this step is to build rapport and establish trust. You do this simply by asking questions and listening. One of my favourite questions is, ” Tell me how you got started. ” Remember, 11 decisions are formed within the first seven seconds of contact and body language as well as tone of voice are critical components of effective communication.
Step # 2 Interview
This is the lengthiest and most important step in the process. You are simply asking questions in order to discover wants or needs. We call this step the customer needs analysis. Once you have ascertained their objectives as well as strengths, weaknesses, opportunities and threats, you can move forward.
Step # 3 Demonstrate
This is the step where the salesperson makes their presentation. It must be based on what was learned in the interview process and must be able to solve the challenges and goals of the prospect.
Step # 4 Validate
This Is the step that requires you to translate features into benefits and add credibility to your offering. In other words, if you are selling fitness services, the features are the facility, the equipment, the people, however, the benefits are losing weight, feeling healthier, and looking better. Also, you can offer testimonials from satisfied clients in order to add credibility to your offering.
Step # 5 Negotiation
Negotiation is simply working out the objections to a sale when both parties are satisfied with the mutual win win proposition. Negotiation is a balancing act between making the sale and not giving away the product or service.
Step # 6 Close
Believe it or not, this is the easiest part of the process as long as you have completed the first five steps properly. Closing is simply asking for the business when you are pretty sure the prospect will say yes. Don’t overcomplicate this step, simply ask to move forward in a positive and confident fashion.
So are you taking the time to go through every step in the process?