| Being a successful salesperson does not happen by | | | | provide the details of what needs to be done to |
| accident or blind luck. Success is the result of diligent | | | | complete the transaction and what will happen after |
| effort applied to a structured system with | | | | the sale. If the customer needs to take some action |
| commitment and passion. These seven steps are | | | | before, during or after the purchase then be sure to |
| designed to help develop a system in a matter of | | | | explain this in detail. In some cases there may be a |
| minutes. Building on success to achieve your dreams | | | | registration, license or contract associated with the |
| is determined by how passionately committed you | | | | sale, so be sure to remove any mystery or doubt by |
| are to achieving the dreams of your customers. The | | | | stating the facts. Make sure that the customer is |
| first step is as easy as listening to them. 1. Introduce | | | | aware of any additional requirements or renewals. As |
| Yourself, Then Shut-Up and Listen The sales | | | | an example, it would be incredibly disappointing for a |
| experience is not about the sales associate, it is | | | | customer to excitedly unpack a new printer and then |
| about the customer. It is a courtship ritual to | | | | discover that is it necessary to go back to the store |
| determine if the customer values the goods or | | | | for cables to connect it to a computer. Keep the |
| services enough to invest in them by making a | | | | customer satisfied and confident by providing |
| purchase. There is only one way to find out what | | | | step-by-step explanations and expectations. A |
| the customer values, wants or needs and that is to | | | | successful sales professional knows the process and |
| listen intensely. If you are thinking about the next | | | | educates the customer. 6. Schedule Next Steps In |
| thing that you are going to promote then you can | | | | many cases there may be several steps in the sales |
| not concentrate on what the customer is telling you. | | | | cycle. If ongoing negotiation is necessary then |
| Rather, think about how you can repeat what the | | | | schedule the next meetings and milestones. If |
| customer is saying in your own words and you will be | | | | registration or installation is necessary after the sale |
| forced to listen intently to what they tell you. A | | | | then initiate discussions to accommodate the |
| successful sales professional can reflect the emotion | | | | customer schedule. For significant purchases and |
| as well as the content of a customer conversation. 2. | | | | investments it may be necessary for the customer |
| Why the Offer is Important to the Individual | | | | to review budget or finances, in which case it is |
| Customer As new sales representatives learn about | | | | appropriate to schedule periodic follow-up to |
| the company, products or services that they | | | | accommodate these considerations. A successful |
| represent it is a natural inclination to initiate | | | | sales professional fills the pipeline by keeping a |
| conversations by spewing facts and features like a | | | | consistent schedule for continuous customer |
| walking commercial. Don't assume that the customer | | | | conversations. 7. Ask for the Sale Don't assume that |
| cares how you do something, how long you have | | | | the customer is going to ask for the sale. Ask for |
| done it or what you have been told makes you | | | | the sale to determine if it is time to stop selling and |
| unique. The customer has a life with priorities, | | | | time to start processing the purchase and assisting |
| deadlines and responsibilities of his or her own. Show | | | | with the appropriate next steps to support the |
| the customer what aspects of your offer are | | | | customer. Some sales associates are so passionate |
| important from the customer perspective and resist | | | | about the product that they keep promoting it long |
| the urge to talk about any other things that are not | | | | after the customer has made a decision to purchase |
| relevant. Of course, you will only know this if you | | | | and can actually lose a customer in the process. Stop |
| have listened to your customer. A successful sales | | | | pouring when the glass is full. A successful sales |
| professional focuses only on the specific attributes of | | | | professional will periodically pause to ask for the sale. |
| the offer that are relevant to the customer. 3. Get | | | | Seven Step to Successful Sales 1. Introduce Yourself, |
| Confirmation, Then Explain the Details Get buy-in | | | | Then Shut-Up and Listen 2. Why the Offer is |
| from the customer that you are on the right track. | | | | Important to the Individual Customer 3. Get |
| Ask the customer for feedback to confirm that the | | | | Confirmation, Then Explain the Details 4. Credibility, |
| focus is on the appropriate facts, features or figures. | | | | Show the Customer Why You can be Trusted 5. |
| Once you have provided feedback on your value as | | | | What to Do and What It will Cost 6. Schedule Next |
| it pertains to the initial customer requirement, it is | | | | Steps 7. Ask for the Sale Cut out the Seven Steps |
| common for some customers to change the focus. | | | | for Successful Sales and keep it handy to prepare |
| This is an opportunity to find out if the customer has | | | | and reflect before each customer conversation. Make |
| additional concerns or considerations. Listen with | | | | some notes for personal reference that pertain to |
| intensity and restate customer focus and topics in | | | | your specific product or service for each of the |
| short sentences, reiterating each item that is | | | | seven steps. Put it in your own words. Know your |
| important to the customer. Then explain the details | | | | process and listen intensely to your customers. Know |
| of your offer that support all of these interests. A | | | | where your customers are within the seven step |
| successful sales professional keeps the customer | | | | process. Take care of your customers and continue |
| involved during the process of explaining relevant | | | | your conversations after every sale to repeat the |
| details of the specific offer. 4. Credibility, Show the | | | | cycle and nurture your pipeline. |
| Customer Why You can be Trusted If the offer is | | | | _________________ Words of Wisdom "The |
| on target with the customer requirements then it is | | | | essence of selling is understanding your customer's |
| appropriate to demonstrate reasons that the | | | | needs and convincing him that you're the best one to |
| customer should trust you. This may be accomplished | | | | meet them." - Fred Blalek, co-founder, National |
| by using specifications for products, white papers and | | | | Semiconductor Corp "In the modern world of |
| case studies for services, independent articles or | | | | business, it is useless to be a creative original thinker |
| references. The manner of demonstrating credibility | | | | unless you can also sell what you create. |
| varies significantly by industry and market. If there | | | | Management cannot be expected to recognize a |
| are no documents or history to use as reference, it | | | | good idea unless it is presented to them by a good |
| is possible to demonstrate credibility by making | | | | salesman." - David M Ogilvy "Companies are no longer |
| promises and keeping them. A promise may be as | | | | setting the agenda for what customers want. |
| simple as a commitment to follow-up with additional | | | | They're finding out where the agenda is being set |
| information by a specific time. Even if the customer | | | | and enhancing it. The customers decide what's |
| was a referral and credibility was implied, never take | | | | important. Your job is to listen and respond." - Avram |
| it for granted. A successful sales professional earns | | | | Miler, Technology Consultant |
| the trust of every single customer through | | | | _________________ John Mehrmann is a |
| commitments and actions. 5. What to Do and What | | | | freelance writer and President of Executive Blueprints |
| It will Cost In addition to providing the price, also | | | | Inc. |