The sales process is really your process for making money. This is real information you can use to get real money. All sales start with a process. How many of you have a sales process that you use? The process must be simple and short; it must be duplicable, fit all personality types, and fit all scenarios. The bottom line is that the best sales process is what works. Keep it simple, honest, and never disagree. If you can’t advertise and promote how you sell, don’t do it. Here are some different parts to a sales process you can possibly use to get you on the right track:
1. Greet—To greet means to address with an expression of kind wishes upon meeting or upon arrival. It’s about trying to make people feel welcome. This is the first purpose of greeting a customer, but it’s also your first chance to make a great impression on them. What you say and how you say it will set the tone for the rest of the deal. You need to nail the greeting. Those first seconds of meeting a customer, those first moments, can never be changed.
Use a firm handshake, not a dead-fish handshake.
Wear a name badge because people will forget your name. Make eye contact, be present, listen for their name, and pay attention to their name. Duplicate their name because you will use it over and over again. Don’t be offended by brush-offs.
After making a customer feel welcome, you want to put them at ease so they start dropping their guard. You want to get on a common ground and differentiate yourself from others. You also want to differentiate from any experience they’ve had in the past with your product or service. Anyone can say, “Hi, my name’s Grant.” After that, if you can’t build trust, you’re not going to put them at ease, and you’re going to struggle to get on common ground. If you don’t differentiate yourself, you’ll never control the process. So the greeting is to welcome, make yourself known, put people at ease, differentiate yourself, and grab control of the process.
2. Qualify— The person that controls the sale is not the person asking the questions but the person that gets answers to their questions! Far too often a salesperson will go down a path of determining a client’s needs and never get an answer. You must get your questions answered even when the customer appears closed off and resistant to providing information.
Here are some bad questions: “What is your budget?” First off, most people have no clue and secondly, when they give you an answer it will always start your discovery process with you chasing a number that is unachievable. As a buyer, my budget is determined once my problem is solved. More often than not, I exceed my desired budget range by many times.
“Are you the final decision-maker?” This causes people to think that if they are not then you are not interested in them and many will answer this question “yes,” even when it’s not the case. That’s because the question challenges the person’s ego. “When are you thinking of buying?” The customer translates this to mean that you are only concerned with yourself and your commission.
“What would it take for you to do business with me today?” The ultimate stereotypical salesman question that even the sales person hates to ask. If you want to be more effective and increase your closing ratio you have to ask great, professional questions that demonstrate that you care and get the answers to those questions.
3. Present— Your presentation of your product or service is where you build value and desire for ownership. This is where you have to paint the picture of ownership and create the “must have this” because they love your solution or because they are certain it will solve problems for them. The presentation of your product or service should handle every concern, build value and motivate your prospect to ownership.
You need to tailor the presentation to your prospect’s dominant buying motives.
If you give a standard, one-size-fits-all presentation, hoping that something you say will be relevant and hit a hot button, chances are your prospect won’t be listening. If you are giving a standard presentation, you are leaving it up to your prospect to work out what is relevant and most prospects simply can’t be bothered. Assume that 20% of your product will sell 100% of it; find out what the 20% is and hammer it home.
4. Propose— In companies that hire me to provide them with training, increasing the number of proposals written is always one of the top priorities. The more deals that get to a proposal, the more deals you will win, PERIOD. In companies that hire me to provide them with training, increasing the number of proposals written is always one of the top priorities. The more deals that get to a proposal, the more deals you will win.
Many people suggest not presenting all buyers with figures, but I believe that if you do not present them, you can never come to an agreement. Our goal is that 100% of those prospects that we come into contact with are presented a proposal and in many cases multiple proposals on different products or packages.
People cannot make a decision if they do not have the information.
My company did a mystery shop with a Fortune 500 company and found that customers were only being made a proposal 37% of the time. That means that 63% of the time, the company never had a chance at the business!
5. Close— The diminishing production numbers for salespeople starts with the inability to close the sale. This is the harsh, cold, stark reality; when you don’t close, you lose. Train Multiple and Creative Closes Easy sales go down easy, but the rest of them require extra effort and persistence. If you only have 3 or 4 closes to use on the resistant buyer, you cannot stay in the transaction long enough to close.
Closing the customer is like taking a trip: you are limited by the amount of gas you have in the tank. The close is where the salesperson gets paid. You don’t get paid to call people and sell; you get paid to close.
Remember, a good sales process will help you become a millionaire. A bad sales process will put you out of business. Today only I’m offering a killer deal on my Selling Basics package. Before becoming a master in anything, you have to get the basics down. I want to show you strategies to become a professional, success rituals that will help you control your time, and teach you all about the most important sale there is.