3. Step 1: Build Relationships Its all about relationships
People buy from people they like Ask questions to build rapport Be
empathetic and show that you really care Find common ground
4. Step 2: Identify Needs Develop a list of standard questions
you can ask when meeting current or potential customers so you can
identify their needs. Share this list of questions with your sales
team.
5. Questions You Should Ask What challenges are you facing?
What products or services have you used before? Is there a budget
youre looking to stay within? Why do you need this product or
service?
6. Listen more, talk less
7. Step 3: Know Your Competitive Advantage What benefit does
your product/service provide? What problem does it solve? Why is
your company different?
8. What Theyre Thinking Engage with me Communicate with me
Identify my problems Educate me Inform me Make it easy for me to
buy from you
9. People dont like to be sold, but they love to buy! Jeffrey
Gitomer author ofTheSalesBible
10. Present a Solution
11. Step 4: Overcome Objections Objections are requests for
more information Try and anticipate objections. Prepare replies to
them Understand what is behind the objection. Ask questions to
identify the real issue Price Finance
12. Step 5: Close the Sale Ask for the sale We can have it
delivered this Friday for you. Please pass me your credit card and
Ill start the paper work for you. Can you please sign the order
form?
13. Step 6: Follow Up Contact the customer soon after they have
made a purchase to ensure theyre satisfied.
14. Communicate Regularly Email: send a monthly newsletter with
useful educational content and savings. Direct mail: send
customized offers in snail mail. Still a very effective way to
connect with customers. Birthdays: send a card, gift or valuable
coupon on a customers birthday. Social media: interact directly
with customers, online and offer them discounts.
15. Step 7: Stay Motivated Associate with positive people Look
and act like a professional Be enthusiastic Set goals Keep learning
Never give up