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Digg it UP - Boost Your Sales Results with this Killer Seven Steps Sales Process
There is one immutable fact: Nothing Happens Before The Sale. Yet, many sales professionals feel inferior when it comes to dealing with their potential customer. This sense of being ‘less than adequate’ can be called ‘modesty’ or ‘humility’, but in the Sales Process, it’s called a Sales Killer.Think about it. When you seek out expert advise, do you want the ‘expert’ advising you to act like s/he is inferior to you? Of course not. You want someone who is confident and sure of themselves. You want an ‘expert’ who can and will state their expert opinion and then stand behind it.Yet, most sales people walk into their prospective customer’s lobby with their proverbial ‘tale between their legs’. Believe me, whether real or fabricated, your customers notice it, and it tells them NOT to trust a word that you’re about to share.So, what is a salesperson to do?First, dress like a professional. When I speak to my attorney, accountant or any other business profe
Step 2 – Qualifying statement – The point of this step is to make sure you are speaking with someone who is qualified to buy your product or service. What I mean is this, there is no point making a sales presentation to someone not in a position to buy from you. If you can determine this early you save yourself a huge amount of time. Always try to speak to the per
“The definition of insanity is continuing to do the same thing over and over, and expecting different results” - Albert EinsteinLet’s face it. The methods by which consumers are absorbing information – and the ways we perceive, retain and engage with brands and brand messages – have changed enormously.Magazines, radio broadcasters and television networks, are losing advertising to the Web. With television networks, the growing problem is that digital television is bringing on the rise of video-on-demand, video downloads, interactive game networks, Internet TV and other consumer and revenue stealing enterprises. Radio broadcasters are losing listeners, talent and revenues to iPod playlists and satellite upstarts.Because enough consumers spend a lot of time accessing information and entertainment through digital media – cable TV, mobile phones, video games and the Internet – the overall pattern of media use has shifted.Which means that these can
Whatever your experience the following ‘Killer Seven Step Sales Process’ can dramatically transform your results from zero-to-hero in no time at all. The reason I know this is because it’s the system I have been using pretty much every working day of my life for the last 20 years. As a result I have always been the number one sales person with the best results wherever I have worked. In my current role I am actually the Group Marketing and Sales Manager but believe in leading my team by example.
Before we get in to it, I just want to deal with a couple of common misconceptions about successful sales people.
Misconception #1 – All sales people are basically dishonest and will do anything for a sale
I take personal offence when I hear this kind of stuff being said about my chosen profession. All great sales people understand that building relationships and creating satisfied clients that will come back time-and-again as well as recommending you to their peers is far more profitable than making a fast buck and enemies.
Misconception #2 – All sales people can talk anyone into anything
You need to be an expert at listening and observing in order to truly make it in sales. To do this you need to learn how to stop speaking and to listen. A good rule of thumb is to use your ears and mouth in proportion to each other i.e. you listen for 2/3 of the time and speak for the 1/3.
Okay now I’ve got that off my chest (phew!) here is my ‘Killer Seven Step Sales Process’. This system can be developed to fit your service or product easily and can be applied in either face-to-face meetings or in letters, online or as a mixture. I am sure you are smart enough to work it out for your self.
Step 1 – Get Acquainted – You need to make a first good impression, make sure you are dressed appropriately (this can be formally or casually depending on your market). Smile and introduce yourself. If you don’t already know it, ask your prospective customer for their name. A top tip is to listen with a pen, write it down – so you will no forget it.
Step 2 – Qualifying statement – The point of this step is to make sure you are speaking with someone who is qualified to buy your product or service. What I mean is this, there is no point making a sales presentation to someone not in a position to buy from you. If you can determine this early you save yourself a huge amount of time. Always try to speak to the pers
1. The Federal Bureau of Labor did a study a few years back indicating that 70% of all new business comes from some form of networking. I think it’s higher.2. So, no matter where you go – the Mall, church, out to dinner, the gym – you better have at least five business cards with you.3. And be able to give an UNFORGETTABLE personal introduction in 10 seconds, 30 seconds and 6o seconds.4. When someone on the phone says, “May I ask who’s calling?” get excited. Say something unique that makes that person say, “Um, okay…please hold.” Be unexpected. Be cool. Be memorable.5. Get Google alerts on yourself, your company, your area of expertise and your competition. If you don’t know what a Google alert is, just Google it.6. Networking isn’t selling, marketing or cold calling. It’s the development and maintenance of mutually valuable relationships. Don’t mix those things up.7. The most important four letters in the word NETWORKING are W-O-R-K,
Before we get in to it, I just want to deal with a couple of common misconceptions about successful sales people.
Misconception #1 – All sales people are basically dishonest and will do anything for a sale
I take personal offence when I hear this kind of stuff being said about my chosen profession. All great sales people understand that building relationships and creating satisfied clients that will come back time-and-again as well as recommending you to their peers is far more profitable than making a fast buck and enemies.
Misconception #2 – All sales people can talk anyone into anything
You need to be an expert at listening and observing in order to truly make it in sales. To do this you need to learn how to stop speaking and to listen. A good rule of thumb is to use your ears and mouth in proportion to each other i.e. you listen for 2/3 of the time and speak for the 1/3.
Okay now I’ve got that off my chest (phew!) here is my ‘Killer Seven Step Sales Process’. This system can be developed to fit your service or product easily and can be applied in either face-to-face meetings or in letters, online or as a mixture. I am sure you are smart enough to work it out for your self.
Step 1 – Get Acquainted – You need to make a first good impression, make sure you are dressed appropriately (this can be formally or casually depending on your market). Smile and introduce yourself. If you don’t already know it, ask your prospective customer for their name. A top tip is to listen with a pen, write it down – so you will no forget it.
Step 2 – Qualifying statement – The point of this step is to make sure you are speaking with someone who is qualified to buy your product or service. What I mean is this, there is no point making a sales presentation to someone not in a position to buy from you. If you can determine this early you save yourself a huge amount of time. Always try to speak to the per
Looking at and observing a free sample resume can make all the difference when you want to make the right statement to prospective employers. The difference between knowing what you want to say, and knowing how to say it is a substantial one. This is especially true when you are attempting to summarize your entire life in a way that will appeal to a potential employer. However, with the help of a free sample resume, you can close that gap for your own purposes.Your resume needs to make your first impression, when you can’t be there yourself. This means that you are going to need to carefully put into words the reasons that you are the ideal candidate for the position being offered.The first thing that a free sample resume can show you is layout. Your resume needs to stand out, but still be legible, simple to read over, and make its point successfully within a ten second scan by your possible employer. Therefore, a free sample resume will likely be shown on high-qual
Misconception #2 – All sales people can talk anyone into anything
You need to be an expert at listening and observing in order to truly make it in sales. To do this you need to learn how to stop speaking and to listen. A good rule of thumb is to use your ears and mouth in proportion to each other i.e. you listen for 2/3 of the time and speak for the 1/3.
Okay now I’ve got that off my chest (phew!) here is my ‘Killer Seven Step Sales Process’. This system can be developed to fit your service or product easily and can be applied in either face-to-face meetings or in letters, online or as a mixture. I am sure you are smart enough to work it out for your self.
Step 1 – Get Acquainted – You need to make a first good impression, make sure you are dressed appropriately (this can be formally or casually depending on your market). Smile and introduce yourself. If you don’t already know it, ask your prospective customer for their name. A top tip is to listen with a pen, write it down – so you will no forget it.
Step 2 – Qualifying statement – The point of this step is to make sure you are speaking with someone who is qualified to buy your product or service. What I mean is this, there is no point making a sales presentation to someone not in a position to buy from you. If you can determine this early you save yourself a huge amount of time. Always try to speak to the per
The salary levels and the demand for accounting jobs are both going through the roof. All companies need accounting personnel, whether they are pharmaceutical manufacturers, automotive companies, hotels or colleges; this is the reason for this job’s evergreen outlook. Given this background, writing the “Get Noticed” cover letter for accounting has been the biggest challenge for candidates.Accounting Cover Letter IntricaciesThe cover letter can be made noticeable by including the three fundamental qualities demanded of an accountant. The first one being the knowledge of the field of accounting; your proficiency in handling different accounting software and your educational background. Your reason for interest in that particular company and a willingness to take on the workload will demonstrate your keenness for the job. You should use action words/phrases such as “Reduced non performing assets by 25% within a quarter”, which will project you as a results-oriented p
Okay now I’ve got that off my chest (phew!) here is my ‘Killer Seven Step Sales Process’. This system can be developed to fit your service or product easily and can be applied in either face-to-face meetings or in letters, online or as a mixture. I am sure you are smart enough to work it out for your self.
Step 1 – Get Acquainted – You need to make a first good impression, make sure you are dressed appropriately (this can be formally or casually depending on your market). Smile and introduce yourself. If you don’t already know it, ask your prospective customer for their name. A top tip is to listen with a pen, write it down – so you will no forget it.
Step 2 – Qualifying statement – The point of this step is to make sure you are speaking with someone who is qualified to buy your product or service. What I mean is this, there is no point making a sales presentation to someone not in a position to buy from you. If you can determine this early you save yourself a huge amount of time. Always try to speak to the per
Alistair clearly knew his subject – but what was frightening him was the thought of the major presentation that he was going to be making in a month’s time.Sheepishly, he acknowledged that he had managed to avoid making presentations in the past – choosing instead to delegate the task to his assistant manager.But on this occasion, his assistant was working on a two month contract abroad – leaving Alistair with little choice but to get to grips with his fear of standing up in front of two hundred people for an hour.Firstly, I asked Alistair to describe the emotions he was feeling regarding the prospect of making the presentation. Not surprisingly, he said that he felt overwhelming fear – particularly at the thought of making a fool of himself.I spoke briefly with Alistair about the sub-conscious mind – and pointed out that its role as a “slave” meant that it would tend to deliver whatever Alistair spent his time thinking about.By focusing on fear and
Step 2 – Qualifying statement – The point of this step is to make sure you are speaking with someone who is qualified to buy your product or service. What I mean is this, there is no point making a sales presentation to someone not in a position to buy from you. If you can determine this early you save yourself a huge amount of time. Always try to speak to the person who is the M.A.N (they have the Money, Authority and the Need). A qualifying statement goes something like this, “Mr Potential Customer, we have got a fantastic range of widgets on offer today, in order for me to work out which one will work for you I need to ask you some questions, is this okay?”
Step 3 – Question Time – Ask the prospect questions that determine whether they are indeed the M.A.N. Make sure you carefully write down all the answers given. You may wish to develop a form that has preset questions on as a great sales tool.
Use open questions, that begin with what, why, when, who and how. Typical questions are as follow;
- Our product range is designed to meet all budgets, what type of budget do you have?
- How soon are you looking to get ….?
- Who else is involved in making the purchasing decision?
Make sure to ask product relevant questions. See the following example questions
- What colour are you looking for?
- How many users do you need?
- Where will it be installed?
- When are you looking to order?
Important: If it becomes apparent during this process that your product does not match the person’s requirements or they are a time waster end the meeting and politely say goodbye. This can actually be a really satisfying experience, saves precious time and allows you to focus on people who can buy from you.
Step 4 – Pre-close – A pre-close is a powerful technique that if done correctly virtually guarantees the sale. Using your carefully written down list of answers provided by the client, you say something like this ‘Mr Potential Customer, if I can provide you with a widget in yellow, on Friday morning, for less than $400 (you basically read back their list of requirements to them) will you order from me today?”
If at this point you have carefully repeated back their buying criteria and they really are the M.A.N it is highly unlikely that they will say no at this point. If they do say no, you need to ask why in order to determine the next step.
It is possible that they may have a
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