Successful Selling in 7 Steps
Selling involves putting yourself in the customers shoes.
It is essential to generate new leads and new customers for your business. Selling involves 7 steps for success. Selling involves putting yourself in the customers shoes, seeing the exchange from their point of view, and sharpening up your listening skills.
1. Do your Homework.
Before you meet with a customer, research all the public information you can find. Google the company and the owners and/or CEO, Check out all the social sites and read up on what's current..
2. Learn more in the Meeting
The most important skill is your ability to ask solid, open-ended questions to deepen your understanding of the customers situation. What are the issues are they facing in the next 30 days? 60 days. Your goal is to solicit information that helps you develop a clearer picture of your customer.
3.Understand the Customer End Game
Understanding the future gives you insight about the present. Your goods or services should reflect solutions that contribute to the longer term vision. Learn what the future means by asking question to deepen your knowledge.
4. Figure out if You can Add Value
Once you have garnered additional knowledge, figure out if your product or service will add value. If the pain can be solved by your product, you can be confident in serving up a solution. Be very confident, as in 100% confident. If not, you are not going to make the sale even if you have the solution.
5. Serve up the Solution
Present your idea using key phases and solutions from your conversation. Stick to a clear, concise delivery. Present facts confidently. Don't wander off target and add additional blather for filler. Problem and solution should be a linear conversation.
6. Determine the Next Step
Identify the action steps and who is taking the action. Write down the steps to move forward. If you are speaking to the decision maker, close the sale. The best time to close the sale is when the decision maker clearly understands the solution and wants to take the next step.
7. Follow up as Agreed Upon
Timely follow up is essential to making the sale. A sale is not a sale until you have the order. Your goal is make the sale. And if you build a relationship and follow through on your commitments, you should have a satisfied, new customer.
There you have it. A process that takes the pain and angst out of selling. Go make a appointment and listen up! If you need some coaching, call SCORE.