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Sales Strategies: Sell with MAPS
| Guest post by: Mark Sanborn |
Article Overview: Going through four key steps will help you to get more sales. Meet your prospective customers, analyze their needs, present your solutions, and sell.
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Free Download - Are You Really “In Control”? By Mark Sanborn |
Sales Strategies: Sell with MAPS
My
background is in sales. I started selling as a part time job in College and
today I regularly speakat National Sales meetings. Over the years
I’ve met many extraordinary sales professionals. I find the best–the sales
leaders–never leave anything to chance. They use time-proven strategies and
tactics to succeed.
Many
years ago I worked with a client to develop a four-step system for converting a
prospect into a buying customer (or for getting a customer to buy
more).Here is that strategy that you—and everyone on your team—should
remember and use for successfully completing the sales process. Whenever you
engage a prospect or client:
Meet—establish
rapport by being genuinely interested. If you don’t spend time getting to know
your prospect (and letting them get to know you), you’re jumping over the first
critical step in the sales process.
Analyze—what
does the prospect need and how can you help? Many salespeople move into
presenting solutions too quickly. Your value is your ability to meet the
specific needs and solve the particular problems that your prospect faces. As
the old saying goes, prescription without diagnosis is malpractice.
Present—offer
your solutions based on the analysis you’ve done. Demonstrate that you’ve heard
and understand the prospect by showing how your products and/or services will
meet their needs. Make your presentation interesting and compelling.
Sell—check the prospect’s reaction to your presentation and ask for the order. If you’ve done well in the first three steps the fourth step will enable you to make the sale. If you meet resistance, go back to analysis and find out what you missed.
Selling is rarely easy but that doesn’t mean the process isn’t simple. Use MAPS as a checklist for making more sales.
Related ArticlesSell—check the prospect’s reaction to your presentation and ask for the order. If you’ve done well in the first three steps the fourth step will enable you to make the sale. If you meet resistance, go back to analysis and find out what you missed.
Selling is rarely easy but that doesn’t mean the process isn’t simple. Use MAPS as a checklist for making more sales.
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Article Tags: customers, MAPS, Mark Sanborn, needs, rapport, sales leaders, sales process
Referred by: http://www.PrimeauProductions.com
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Related Forum Posts
Online Sales and Marketing vs Traditional
- Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
I second the request...
Different Hats
- CEO Sales & Marketing & Leadership Development Company
Strategic Vision 10
Alliances & Growth Strategies 10
Hiring & Managing People 8
Mentoring 8-9
Strategic Planning for Clients 10
Execution of Marketing Campaigns 9-10 (i have great people who do the nitty gritty)
Financial Management 9
Bookkeeping 3 (outsourced as I really hate the fine details like GST0
Administrative Follow Up 6-7 (again have great staff)
Writing & Publishing 9 (getting better all the time!)
Speaking 10 (so I have been told)
Self Promotion 9-10
Web development & Promotion 6-7 (learning more and have brought on players who are 10+)
Babysitting Employees (1 - wont do it, that's why I work so hard to hire and motivate the people I have)
Great topic Kevin!!
Jude
Re: FREE Toronto Referral Workshop
- Kevin, I'll try to get a copy of the slides and summarize the 14 Strategies. Stay tuned!
Your advantage over others
- Sell using your USP - unique selling proposition.
Why should people buy from you, instead of your competitors?
Think about it, why are you so great?
It may be a hard question, but finding the answer can multiply the effectiveness of any advertising or marketing activities you undertake.
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