six steps of sales v. 12-5-2011. learning objectives understand the six step sales process apply...
TRANSCRIPT
Six Steps of Salesv. 12-5-2011
Learning Objectives
Understand the six step sales process
Apply the six steps to any selling situation
Apply the six steps to TAB
Quantify to show ROI
Assessing Your Skills
Use a 1-5 rating
Start with your strongest skill
How did you rate yourself and why
Six Steps of Sales
• Selling results always improve when you have a strong process
• One Step at a Time• If you skip any of the steps, you can
jeopardize a sale• You must always have a positive
attitude• Your product or service can be
effective with every prospect
Six Steps of Sales
• Focus on one step at a time until it’s comfortable.
• There is a learning curve, so expect to make some mistakes and lose some sales.
• Learn from the mistakes and in the end you will be a star.
• Always be digging deeper with your questions!
Six Steps of Sales
Upfront Agreement
Rapport/Bonding
Clarity on your product or service
Prospect Discovery
Fulfillment
Desired Results
Step One: Upfront Agreement
Present yourself
Where/When/How long is meeting
Who should be at the meeting
What you intend to do
What you would like the prospect to do
What results should the meeting produce
Step Two: Rapport/Bonding
• Common interests Business Where you live or lived Hobbies, sports, beliefs, life style What photos or objects are in the office
• Show a serious interest in the prospectParaphrasing, head nod after comments,
saying “I understand” or “Yes”
• Be yourself
Step Three: Clarity of Your Product and/or Service
• Overt benefits• Why should the prospect believe?
Length of time in business Number of customers served Testimonials Outline of products or/and service Short history of person they will be working with
• Trial close Do you see how this may help you?
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Step Four: Prospect Discovery
• Business history
• Ownership/Partners Who is the decision maker?
• Critical Success Factors What does the prospect want the product or
service to accomplish?
• Prospect budget
• Prospect expectations
• Prospect objections
Quantification
How long has it been a problem? What have you tried to do to fix it? What is it costing you in round
numbers? Is that a little or a lot? Who else besides you cares? What happens if you don’t fix it? What if you could fix it? What
happens then?
Step Five: Fulfillment
Focus on the needs—especially their CSFs
Use stories from other satisfied customers
Quantification of ROIInvestment dollars requiredAddress expectationsAddress objections
Step Six: Desired Results
What is the next step?
Questions?
Quiz
What is the importance of prospect discovery?
What is fulfillment based on? How do you quantify?