Date post: | 16-Dec-2015 |
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Learning Objectives
Understand the six step sales process
Apply the six steps to any selling situation
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 TimeIf 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 SalesFocus on one step at a
time until it’s comfortable.
There is a learning curve, so expect to make some
mistakes.
Learn from the mistakes.
Always be digging deeper with your
questions!
Six Steps of Sales
1. Upfront Agreement
2. Rapport/Bonding
3. Clarity on your product or service
4. Prospect Discovery
5. Fulfillment
6. 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, lifestyle
What photos or objects are in the
office
Show a serious
interest in the prospect
Paraphrasing, head nod after
comments, saying “I understand” or
“Yes”
Match and mirror body language at all
times
Say “Yes”
Be yourself
Step Three: Clarity of Your Product and/or Service
Overt benefits
Why should the prospect
believe?
Trial close
• 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
• Do you see how this may help you?
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
Tell me more… What caused the issue?
What have you tried to do to fix
it?
What is it costing you in round
numbers?
What happens if you don’t fix it? At what point
does this become a crisis?
What if you could fix it? What
happens then?
How does that make you feel?
Step Five: Fulfillment
Focus on the needs—especially their main pain point
Use stories from other satisfied customers
Quantification of ROI
Investment dollars required
Address expectations
Address objections
Secrets of Top Performers
Mindset of responsibility
Blame/credit themselves
Assume 100% responsibility for the outcome of the meeting.
“If the prospective member didn’t buy, it was because they, as TAB Facilitator/Coach, did not demonstrate sufficient value to compel the prospect to move forward.”
Excuses of Lower Performers
Mindset of blame
•How the prospect was qualified
•Length of the appointment (too short / too long)
•Business was too small, too big, didn’t make enough, or made too much
•Distance needed to travel to the prospect was excessive
Mindset of luck
•When a meeting is successfully closed, lower performers credit luck or some other external force.