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Selling Success Marries the Sales Approach to a Proven Process
| Guest post by: Leanne Hoagland-Smith |
Article Overview: A recent poll by a respected sales guru suggested that during your first meeting with a potential customer (a.k.a. prospect) you can begin your presentation after you have established rapport. Maybe that works for you, but given that only 2% of all sales are made on the first contact, this sounds like a recipe for disaster.
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Free Download - How to Craft an Engaging Message That Highlights What You Do to Increase Sales By Leanne Hoagland-Smith |
Selling Success Marries the Sales Approach to a Proven Process
A recent poll by a respected sales guru suggested that during your first meeting with a potential customer (a.k.a. prospect) you can begin your presentation after you have established rapport. Maybe that works for you, but given that only 2% of all sales are made on the first contact, this sounds like a recipe for disaster.
When my sales coaching clients share with me they cannot understand why they cannot sell anything in the first meeting, I know there is a lack of a proven sales process resulting in what I call a lot of spraying and praying. Until a mutually agreeable relationship has been established, any telling about your product or services will result in you not selling. Sales Coaching Tip: People buy from people they know and trust.
Building relationships are an investment of time and energy especially if you want loyal customers who purchase again from you and make those golden referrals to others. If you believe you can develop that type of connection in the first meeting, then possibly you should be writing this article.
The sales process is the overall guide for the behaviors associated with the sales approach. How you reach out to your customer based upon what phase or step you are currently walking is directly connected to your overall method of operation.
Unfortunately, a lot of salespersons and even some gurus are confused about marketing and selling skills. These folks jump mid stream so to speak and fail to take a step by step approach as they proceed forward to earn the sale.
Think about crossing a small stream where there are 7 stones. Each step you take lands you on a stone and you do not take another step until you have solid footing as to where you are currently standing. This is probably the best way to describe a sales process.
Step One is gaining attention. You need to attract attention so someone knows about you, your products or services.
Step Two is building the relationship. People buy from people they know and trust. This is an important step and not to be rushed. Sales Coaching Tip: This may be meeting number one through number four.
Step Three is discovering the gains and pains. Your potential customers (a.k.a. prospect) has to connect the value your products or services deliver to their current needs both expressed and unexpressed.
Step Four is presenting the whys to take action and the why nots if action is not taken.
Step Five is simply earning the sale. If you have executed steps 1 through four flawlessly, this might be as easy as to asking Where do we go from here?
Step Six is delivering the sale. Your client has a relationship with you and your business card. Do not relegate this step to another person or heavens forbid another department.
Step Seven is following up and asking for three referrals. Again, flawless execution of steps one through six will allow you to walk away with three solid referrals.
To increase sales does demand your sales approach to be perfect and that is based upon the utilization of a proven process where you know the next step. Remember, only 2% of all sales are made on the first call while 80% of all sales are earned between the fifth and twelfth contacts. Therefore, does it not make sense to use a methodology that works with your potential customers and existing knowledge instead of against it?
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About the Author: Leanne Hoagland-Smith RSS for Leanne's articles - Visit Leanne's website Her book, Be the Red Jacket is a no-nonsense and quick read to help discover potential gaps that may be keeping you from your goal to increase sales. The forward is by Evan Carmichael of EvanCarmichael.com Remember if you think you cannot or you think you can either way you are right. (Henry Ford). Sales Coaching Tip: Change your thoughts; improve your results. Click here to visit Leanne's website   Leadership Audit For Business Business Building Check List Leadership Assessment |
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