Sales is a Process, Not a Personality
Posted on July 23, 2019
- What does the customer want?
- Ascertain who the decision-maker is.
- Ask, "when do you want to do this?"
- Ask, "is there a budget you have in mind?"
- If qualified, arrange a time for the customer (decision maker) to meet with the salesperson.
- Document requirements on the quote form.
- Uncover emotional drivers.
- Reconfirm budget.
- Ask "are there any areas that we haven't discussed that could prevent this project from moving forward?"
- Confirm when quote will be sent.
- Arrange a time to follow up quote via phone.
Ask: a) "was the quotation a reflection of what you wanted?" b) "which option would you like to proceed with?" c) "which day will suit you best for us to arrive onsite?" d) "would you like to transfer the deposit or make it now over the phone?"Your business will have its own sequence according to what you provide and what the customer requires but the documenting and memorisation of the process transforms sales volumes dramatically. 4. Objections and Rebuttals. Here again, the process comes into play. List all the major objections you receive from prospective customers and create rebuttals to them. Having these embedded into the memory so you can respond in the moment is essential in making it easy for the customer. 5. Please make it easy. When I purchase something, I want the salesperson to make it easy for me. It's not their personality that interests me but it's their interest in me that is most important. I want them to guide me through the process so I end up with what I want (or what is best for me according to the salesperson's expertise and suggestions). I want them to be confident and to answer my questions and objections adequately. I want them to stay focused on me and my needs, nothing else. Whether introvert, ambivert or extrovert, all of us can sell if: (1) We want to; (2) Desire the best for our customers; (3) Have a pre-designed sales process to follow (4) Make it easy for people to do business with us.
View latest blog articles