Basic Sales Process

SALES rawpixel-com-384899-unsplash.jpg

1.        OPEN - The top sales person effectively communicates the purpose of her visit, so I can make up my mind whether my time is being wasted or used wisely.  -- Customer

  • Propose and agenda
  • State the value to your client
  • Check the acceptance

 

2.       PROBE - Top sales people listen. They focus on what the customer feels is important. If they dont listen, they dont know what the customer needs.”

  • Use Q&A probes to explore the client’s CIRCUMSTANCES
  • Use open and closed probes to explore the client’s NEEDS
  • Use Q&A probes to confirm the client’s GOALS

 

3.       SUPPORT - A good sales person can answer this question when I ask: If we decide to do business with you, how will our business grow?

  • Acknowledge the NEED
  • Describe each of our relevant FEATURES and BENEFITS
  • Restate the GOAL
  • Check for acceptance

 

4.       MOVE TO CLOSE - A good sales person believes in his product and shows it.  A top sales person has me believing in his product, and knows it!

  • Review the now-accepted benefits
  • Propose an action plan - next steps for you and the client
  • Check for acceptance

 

5.       OVERCOME OBJECTIONS

  • Acknowledge the client’s point of view
  • Ask for permission to probe further
  • Probe to create client’s awareness of needs:
  • Explore the client’s circumstances for opportunities
  • Explore the client’s circumstances for effects
  • Confirm the existence of a need

 

6.      RESOLVE CONCERNS

  • Understand the concern
  • Resolve skepticism
  • Acknowledge the concern
  • Offer relevant proof
  • Check for acceptance
  • Resolve any misunderstanding
  • Confirm the need behind the concern
  • Support the need
  • Resolve any drawbacks
  • Acknowledge the concern
  • Refocus on the goal (bigger picture)
  • Outweigh the drawbacks with previously-accepted benefits
  • Check for acceptance

 

7.      COLLABORATE TO CLOSE

  • Review the now-accepted benefits
  • Propose an action plan – next steps for you and the client – and formalize
  • Check for acceptance

 

8.      CELEBRATE (thank you + relationship-building) =  RENEWALS + REFERRALS

Robyn Hounjet