Walking the Road to Successful Sales

The steps required in selling are vital to creating the sale. It is important to memorize and understand each step in this process. Don’t be reasonable - if you take a shortcut in the sales process, it will cost you time and money.

Here are the 13 steps in the sales process:

1. Attitude

   1. Manner/feeling

2. Greeting *MOST CRITICAL STEP*

   1. What to say / not say

3. Fact-finding

   1. Finding what’s critical

4. Appraisal

   1. Buyer profile - negotiation

5. Selection

   1. Finding the best product for each client

6. Demonstration

   1. Features & benefits

7. Trial close

   1. Where they are in the sales process

8. Service walk

   1. Service after sale

9. Write up

   1. It is VITAL to set up a proposal

10. Negotiations

    1. Come to an agreement

11. Close

12. Delivery

    1. Increase customer satisfaction & ensure referral

13. Follow up

    1. Personal visits, email, phone call, etc.

The biggest mistakes made in the sales process:

1. Using a “random approach” -- know what step is next!

2. Skipping steps - Each step applies to everyone

3. Changing order - Makes process longer

4. Taking shortcuts - Costs time and money

5. Being talked out of steps by customers - Sellers are in control of the process

6. Not getting answers to questions asked

7. Avoid asking questions

8. Jumping forward to price before knowing the best product

9. Unable to handle tough customers

10. Being too “mechanical” - Not fluid!! Results to more training, repetition, and practice

Commitments you need to make in order to successfully make a sale:

• Know these steps off by heart.

• Know the purpose and benefits of each step.

• NEVER skip a step.

• ALWAYS get answers to questions you ask.

• ALWAYS handle customer’s objections – acknowledge.

• Always be positive with everything you do.

• Always agree with the customer.

• Always approach each step from a service mode.

And always remember, people do business with people they like, trust, and feel good with.

One of the core values we have as a company is to inspire and empower people in all aspects of their lives. Additionally, if you want to read about our Custom Software Solutions and Consulting Services, please visit www.isucorp.ca

Understanding Buyers and their Money

There is NO shortage of money.

Stop believing there is a scarcity of money. There’s plenty to go around.

You don’t need to make money, you need to connect with it. If others have a hard time getting money from you, you’ll have a hard time getting money from others.

It’s easier to get the second money than it is the first money. The flow of money takes a little while to start, but once it begins, the buyer becomes more open to making more purchases. The second purchase validates the original purchase... “second money”.

Wait until the moment when the transaction is almost complete, this is your chance to upsell; ask the question: “would you consider adding, going up to the next level? It would only cost you [blank] more”.

You are in the people business. The weakness of all salespeople starts with people. People first, product second.

If you are a people, first salesperson, you focus on how to:

·        Market

·        Promote

·        Close

·        Deliver

What’s important to your buyer?

·        Himself

·        His time

·        His money

·        His decision

Communication - The process in which information is exchanged between individuals through common symbols and behavior. 

How much are you interested in your customer? Make them the most interesting people in the world. 90% of salespeople don’t take the time to find out and ask questions! Take an interest in your customers. Communicating effectively is the exchange of ideas.

One of the core values we have as a company is to inspire and empower people in all aspects of their lives. Additionally, if you want to read about our Custom Software Solutions and Consulting Services, please visit www.isucorp.ca

Exhaust your inventory, not your price.

The Price Myth: price is not the buyers biggest concern. Most sales are lost over objections you never hear. If you don’t name the right problem, the price alone is not enough to bring you more sales. Price is not the problem.

“Getting the sale” is about the buyer having CONFIDENCE in:

• the product

• the salesperson

• the company
  
  

Sell with EMOTION. Close with LOGIC.  

You should walk into every transaction completely believing that price is not the real issue. If all other problems are solved, the price conflict resolves itself. Where there is a price conflict… there is something you don’t know about. Why would they pay more? They are placing value on you and your company. Give the buyer reasons to pay extra. People want more than just the lowest price.

Your buyer has to want your product more than he wants his money.

Determine the Connection

Present other possibilities, ask the customer to rate it

Solve their Problem

Every customer is looking to solve a problem.

You and the company

Make people like you, not just the product

Other concerns the customer may have:

• Is this the right product?

• Is there a better product?

• Will this solve our problem?

• Will I use it?

• What will other people think about my decision?

• Am I better off buying something else?

• Will something better come out next week?

• Do I know enough to make a decision?

• Should we invest in something else?

• Is this going to be a mistake?

• Is this person going to let me down?

• It’s almost NEVER THE PRICE!

Do not ever offer a product that is cheaper, it makes the buyer believe that you don’t have any other solution. They are more concerned about making a good decision than how low the price is.

Exhaust your inventory, not your price.  

It’s the salespeople who stop sales, not the customers. Customers aren’t the problem, we are! It’s critically important for you to stabilize the things you CAN CONTROL. YOU are the barrier. Take responsibility for everything.

One of the core values we have as a company is to inspire and empower people in all aspects of their lives. Additionally, if you want to read about our Custom Software Solutions and Consulting Services, please visit www.isucorp.ca