Rapidly changing technology impacts the sales process of any business, no matter the industry or market. Due to this, it is always important to continuously review and revise this seven-step sales process.
But how do you do this?
Whether you are a new or established business, The Beginner's Guide to the 7-Steps of A Successful Sale outlined below will help you review and revise your business' sales process.
Step 1: Find Prospects
Conduct a needs analysis of every person you meet. I mean EVERYONE! It does matter if you meet them at a business event, a Starbucks line, a PTA meeting, or anywhere else; a needs analysis will help you determine if they can be a prospect.
Why conduct a needs analysis?
A needs analysis will help you sort between people interested in your business/services into two categorize; prospects and suspects.
A suspect is anyone that meets the general characteristics you are looking for in a customer. While a genuine prospect is a suspect that NEEDS, WANTS, can USE, and can AFFORD your offer.
Remember, you are not pitching or selling to them at this stage; you are simply finding out whether or not they have a problem that your offer can solve.
Your goal here is to establish a connection and get their contact info. Be pleasant, polite, and professional.
Step 2: Qualify Your Prospect
Take the conversation further find out the awareness of their needs.
Remember: This is an INNER VIEW, not an interview. It gives both you and the prospect a way to discover:
· What They Need Vs. Want?
· Who do they want to be?
· In which direction they want their organization to go?
· What their short and long-term goals are?
· What obstacles are preventing them from achieving what they desire?
The main objective here is to make sure that the prospect can make critical financial decisions and whatever you are TELLING them makes sense.
As a salesperson with integrity, which you should be, it's all about helping them make an informed decision to change their situation and not manipulating them.
Step 3: Provide Value
How will your offer benefit the client?
Whether you are looking for how to sell your coaching packages or sell more offers in any business, clearly explaining and validating the value and benefits your offer/product offers the client is essential.
Some of the things you should address include;
· What are your client's previous wins? How will your offer save them energy, time, and money?
· How will your product help them solve the main pain points NOW? How will this benefit the now and in the long run?
Here, the main objective is to show them that you are fully committed to solving their problem and that they can trust you.
When striving to build trust with a prospect is where your lead-generating book will come in handy.
Step 4: Identify and overcome objections
Obstacles are everywhere in life, and making sales is no exception. It would help if you prepared yourself to handle any objections or resistance that your prospect may have.
During any sales conversations, your clients may bring up objections. Do not get frustrated; this is a good thing. The fact that they have objections means they are considering your offer.
Most of the time, objections are linked to a lack of time, money, or knowledge. Know the most common objections your prospects may have and be prepared to answer and address them to their satisfaction and with sincerity.
Step 5: Present Your Offer
When presenting your offer, make sure that you focus on the value and benefits that your products will provide the client.
Never focus on cost, as this will make it seem like you want to make a quick sale and are not concerned about the client's problem.
Your main aim should be to paint a picture of possibility to your prospect. The chance that, if they buy your offer, your offer will solve their problem.
If you correctly followed and implemented the first few steps, by now, you will have figured out what your prospect's core driver is. Just curtail your presentation to address how your offer will benefit their core driver and push the "hot button."
Remember: TELLING isn't SELLING.
Please get in the habit of telling clients stories where they see themselves thriving by using your product or implementing your program into their own life.
While just stated facts might tell your clients more about your product/program, stories will sell your offer by highlighting solutions to their problems.
NOTE: Facts Tell, Stories Sell.
Your prospects are not interested in the nitty-gritty details. They don't buy products; they buy solutions.
Step 6: Ask for the Sale
Try using the BANT method before asking for the sale.
BANT framework - i.e. they have a Budget to afford your offer, Authority to make a purchasing decision, Need for your offer, and their Timeline is now - you MUST ask for the Sale.
Don't be vague. If you've explained everything to your prospect and they clearly understand your offer and how it will benefit them, ask them to give it a try.
Whether you need them to sign the contract, make a down payment, etc.; You should be very clear on their next.
Step 7: Keep your commitment
Congratulations on making the Sale, but note that your work doesn't end here.
Now you must follow through on your commitment and do everything in your power to ensure that you have a happy, successful client whose problem has been resolved by your offer.
A happy client is more likely to do repeat business and referrer their friends.
BONUS TIP: Ask for a testimonial and referral. A referred prospect is 15x more likely to do business with you.
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