5. The salesperson should ensure the clarification of doubts by following up with the customer. If you consider your product/service in terms of how it benefits the customer, your presentation will be a focused and relevant dialogue rather than a self aggrandizing monologue. Ensure your process always includes prospecting , connecting , research , presenting and closing and watch … If you don’t, go find another sales job right away with a product you *do* love. She came prepared with a specific idea as to how her service could help the prospect and gave a tailored presentation. The key to prospecting effectively is knowing where to dig and what to look for. (One can invent a system of abbreviations to make this easier i.e. â The Lost Puppy Close. Enjoy the videos and music you love, upload original content, and share it all with friends, family, and the world on YouTube. She explains that the ovens she sells heat up quickly and use energy more efficiently. This PowerPoint template is adaptable to every salesperson. William C. Moncreif and Greg W. Marshall, “The Evolution of the Seven Steps of Selling,”. Having a stable of collateral materials gives you reason to follow up. E-mail: sheldon (at) steady sales (dot) com. Maybe you received a promotional offer in the mail, your friends on Facebook have had good things to say about a particular gym, or you picked this club because it’s close to home. Created by. Technically these calls are part of follow up step 7, but let us address them in the context of a sales approach. Buying routines … In order to make an efficient sale of your business, there is a certain procedure to follow. The methodology can be adopted using a five-step process. Does a health practitioner prescribe remedies before a thorough exam? Identifying potential buyers for a product or service. For this, it’s necessary to define a profile of the ideal companies or consumers of your products and servicesand define their characteristics. Discuss the difference between a prospect and a customer. The selling process consists of seven steps: prospecting and qualifying, preapproach, approach, presentation and demonstration, handling objections, closing, and follow-up. What solutions could you offer to overcome their objections? â The If-Then Close. But there is one elemental truth – if you don’t ask you don’t get. Take control of the sales process through scripting for a different view of customer interactions. Prospecting, just as the word implies, is about searching for new customers. While the basics of the selling process have remained the same over the years, the methods of communication and the way people interact are quickly evolving with the use of the interactive capabilities on the Internet by customers and salespeople alike. Although you may not have realized it while you were reading it, the situation follows the seven-step selling process. Whichever resource you use, it is important to follow the process and do not skip any of the steps … Once the objections are handled then the salesperson proceeds to the negotiation step of the sales process. Step 1: The warm-Up. Consider the example of tele-marketers selling a seminar: Their product is a seminar, about which they presumably have sufficient knowledge. In the Sandler sales model, the seller and buyer both will be equally invested in the selling process. This technology allows salespeople to learn more about their customers at each step, and therefore provide more relevant and powerful solutions to customers at each stage of the buying process (covered in Chapter 6 "Why and How People Buy: The Power of Understanding the Customer").Selling Power Sales 2.0 Newsletter, Selling Power, September 18, 2008, http://www.sellingpower.com/content/newsletter/issue.php?pc=868 (accessed June 21, 2010). is generally divided into seven steps that, once you understand them, will empower you to sell virtually anything you want and satisfy your customers: Prospect and qualify; Preapproach; Approach; Presentation; Overcome objections; Close the sale… Clearly, Hollywood has come to learn that this particular structure is the secret to keeping the audience’s attention, earning positive reviews, and selling movies. T he skill of selling is an elusive art. Books have been written on this topic alone. Every sales rep, without a doubt, should be able to duplicate all the steps in the selling process. Here are the 7 steps of the Sandler sales method: What eventually sold you on the product? This step is called prospectingIdentifying potential buyers for a product or service., and it’s the foundational step for the rest of the sales process. In what ways could he or she have done a better job? The first few minutes of a sales call, during which the salesperson explains her purpose for coming and establishes a rapport. For each market segment do you really know what the ideal customer looks like? 1. The profile of a company can include its field of activity, its size, employee numbers, turnover, geographic area, shareholding composition and much more. STEP 1—The Pre-Approach A good salesperson must study his products ahead of time. and actually leads you back to the first step in the selling process because it provides the opportunity to learn about new needs for this customer or new customers through referrals. When you do mention price, don’t be afraid that they are too high, say it with pride. The process of selling a product covers various steps like prospecting, pre-approach, approach, presentation, handling objections, closing & followup with customers. Or maybe he’ll say that while they don’t have kickboxing classes, they offer Zumba, which is a fun aerobic alternative. Speaker, Author, Trainer, Coach, Phone: 413.244.2294 History notes are important for a variety of reasons, not the least of which is tracking where a prospect is in the sales process, including what follow up is necessary and when. Gravity. But in order for a salesperson to use adaptive selling, he or she must thoroughly understand the steps in the selling process and how each works to can use them effectively. Selling process 1. We planned in advance to remove barriers and show customers a way forward that fitted easily into their situation. In the broadest sense, prospecting is an ongoing process that everyone in the company (particularly the sales force) should be involved in. This is a very important step in the entire sales process as the deal can either break or close at this step. Please fill out this form and I will get in touch with you shortly. Step 2 Planning. Follow up conversations are best handled by the salesperson who started the relationship. This is called the approachThe first few minutes of a sales call, during which the salesperson explains her purpose for coming and establishes a rapport.. There’s a good deal of preparation involved before a salesperson ever makes her pitch or presentationThe part of the sales call when the salesperson offers her solution for the prospect., but the presentation is where the research pays off and her idea for the prospect comes alive. It lays out a repeatable series of steps a salesperson takes to turn an early stage lead into a new customer. As you learned in Chapter 3 "The Power of Building Relationships: Putting Adaptive Selling to Work", the sales process is adaptive, which means that each situation may be different and salespeople have to adapt and understand what is important to each customer and where each is in the buying process. The 7 steps of the B2B sales process Preparation – Research, planning and preparing to sell are the key elements of this step. The second stage has you in … Maybe he will tell you there is occasionally a wait to use the tennis courts at peak times, but you can reserve a spot up to a week in advance, in which case you can get right in. him as a prospect, or determine whether he has the desire and ability to buy the product or service. The difference more often than not depends on how astute and articulate the caller is. If you’re a real estate agent selling a house and your customers are an older, retired couple, you won’t take them to see a house with many bedrooms, several flights of stairs to climb, and a huge yard to keep up—nor will you show them around a trendy loft in a busy part of town. You may adopt a single methodology to govern your entire sales process or apply different methodologies in each step of the sales process. The formula has been briefly discussed here: i. Product lines of the business entity and the markets they serve 3. 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