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Answer Upon - Boost Your Sales Results with this Killer Seven Steps Sales Process
Plan/prepare - lack of purpose causes aimless meetings. Know why you're there - what the meeting is for.Unnecessary meetings waste time, and regular meetings, e.g. weekly, become habitual/traditional, regardless of need. Only have meetings when necessary, and cancel when not.Set agendas which are more than a list of headings without explanation. Each agenda item can have only three reasons for inclusion - to discuss, decide, or inform. Adding short descriptions of items can help people prepare and decide attendance.Choose an appropriate order. Most important first encourages punctuality. Leave less important items to the end - if necessary they can be postponed/abandoned. Putting them last discourages taking too much time on them.Attendance needs managing - absence can cause delays, and lead to fruitless discussion. Check important people are attending, and make judgement calls to cancel/reschedule if not. Consider phoning for input during meetings if peopl
- 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 basica
Electronic Resume Writing Tips That Boost Your Interview Appointment SuccessBefore you write your resume in a word processor, print it, and hand out copies to prospective employers, you should consider formatting it for easy scanning and retrieval from a computer database.As you can imagine, dozens, maybe hundreds of resumes bombard employers for a position they would like filled. To sift through each of these manually would probably be too time consuming even for the largest of organizations.To make the search for ideal candidates more efficient, some employers scan and store resumes into a computer database. From there, employers can search the database to retrieve the name of individuals whose resumes contains the keywords or terms they are looking for in a candidate.How to Get Employer's to Read Your Electronic ResumeThe element of your resume that makes it easy to find in a computer database is the keywords written on it. The pa
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 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 basical
Giving business cards is an art, not only because they are needed to be considered successful or because, in fact, they represent your corporate or professional identity, but also as an opportunity to impact your existing or prospective customers, and stay in touch with them, helping you to deal confidently.The scope of business etiquette includes considerations that many professional ignore, or simply do not pay enough attention in the belief that a business card is just a small paper rectangle with a name and phone numbers to introduce yourself.Color business cards demonstrate that there is something else beyond a simple paper cut; otherwise, they simply would not exist. Certainly, all over the world business cards are used to provide information about a company and/or the employee or professional who holds it, as well as contact information and other details such as business acquaintances or personal details.Some of them include expressly empty spaces to write
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 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 basica
Marketing your business should be a consistent priority daily. The importance of spreading the word about your product or service can be the difference between success and failure. As a home-based or small business owner, you will wear many hats. This will include worker, manager, janitor, receptionist, order taker and a host of other duties.Sometimes, we can get so caught up in being the worker for the business that we forget we also have to be the visionary and the planner – the role that gives the business guidance and ensures its longevity.Consistent marketing and promotion not only help in branding your business, but it can also help with the following:• Keeping current clients/customers informed of new products/services• Bringing in a stream of new clients, which is vital for business growth• Encourages and motivates you to keep up with trends in your industry• Creates a vision for your business.• Adds professionalism and sets a s
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 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 basica
Finding employment as a Cessna Caravan "driver" can be a challenge. Plenty of pilots for just a few positions. Fortunately, if you know where to look, you can turn up information right online and save yourself a lot of time and aggravation. The following web sites list opportunities as they become available:Air Serv International – If humanitarian work interests you, then Air Serv International just may be the organization for you. Air Serv places qualified people in developing countries to provide aviation support to humanitarian groups and other non-profit organizations. Visit www.airserv.org for more information.Career Builder – This is the largest job opportunity site on the internet, with over one million jobs listed. Aviation opportunities are listed; the site compares favorably with Monster as far as the number of aviation opportunities available. Registration is free and you can post your resume for free as well. Visit www.careerbuilder.com for mor
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 basica
A good way for a tree trimmers to get additional business is to use the telephone to do sales. Often if a tree trimmer specializes in a specific neighborhood everyone will see them working and all they really need to do is call up the people who have seen them in the neighborhood and ask them if they would like services too. This works quite well for tree trimmers.A smart tree trimmer will also give discounts for those customers that give them referrals and even take phone numbers from other potential customers from those who referred them and do the sales themselves. Tree trimmers need to talk about safety when doing telephone sales. Most customers are concerned about their property and their loved ones who might try to trim the tree and get hurt.Another important issue when doing telephone sales for tree trimmers is to explain to the potential customer or client that they do not use illegal alien labor, recently this has been a big concern. Once the customer is sat
- 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 additional buying criteria. If this is the case add this to the list and repeat step 4 again.
Step 5 – Present your product – Once the prospective customer has said yes to your pre-closing question in step 4, then and only then do you begin to present your product or service to them. Make sure you match your presentation to their requirements i.e. we have this in yellow, can deliver on Friday etc.
Also remember to present the benefits and not just the features. An example of a feature and benefit statement is ‘our machine comes with a remote control (feature) this means that you don’t even have to get out of your chair you operate it (the benefit), how cool is that?’.
A good technique in preparing for your sales presentations is to make a list of all your product or services features and then add the words ‘which means that’ next to each feature. Then list all the benefits that particular feature offers.
Step 6 – Objection handling – Once you complete your presentation ask your prospective customer is there anything else they would like to know or see or ask you. Handle any questions and ask for the order. It is important to always ask for an order from your prospect. You can do this using soft language such as ‘are you happy to proceed with a purchase?’
At this point the prospective customer will either say yes or no. If they say yes, shut up and stop selling. The reason I say this is because it is easy in the elation of making a sale to talk your self out of it … I unfortunately know this from my early day experience. If the prospective customer says no, then you need to determine why. This can be done by simply asking them. At this point they will tell you and raise what are known in the industry as their ‘objections’.
Now to be honest dealing with objections is a whole topic in itself. With experience you will be able to create a list of common objections in your industry, or that your product or service runs into. In fact as part of your personal development, make it a project to create a list of any and every objection that you are likely to bump into. Write each one down, and then figure out the answer which deals with it. However if you have implemented step 4 properly then the chances are that your prospect will be happy to order.
Step 7 - Take the Order – Remember to stop selling and write out an order. Always take some sort of order form with you. Even if it is not that applicable to your business, anything that makes the order more official and requires more commitment from your new customer will reduce the risk of a changed mind. It is also important to remember that the customer has purchased from you i.e. they made a wise decision. Therefore do not create the impression that you sold to them. Thank them for the order and leave.
This a basic outline to the system I use and have made thousands from. As I write this one of my new clients has just placed another order with a value of $157,000. So I am looking forward to another bumper commission check this month.
Being in sales is great fun and very rewarding. Take time t
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