The selling process can be a fun, and inspiring journey. Of course it’s always more fun when you actually close the sale, so let’s review the steps of selling and how to be the best at it.
Find those not only interested in your products or services, but qualified to purchase them as well. If, for example, you talk to the secretary at a large corporation that really wants your services, but the CEO makes the decisions, then you need to move up the ranks to find your prospect.
The first step in finding prospects is identifying who they are. List out what your ideal client would look like. Age, marital status, industry (if you sell to a business), location, etc. Once you’ve narrowed that down you can work on where to find them. For example, if you sell to parents with young children, you might advertise at grocery stores, daycares, carwashes, etc. Put yourself in the shoes of your ideal client and you will start to find them.
Once you’ve found your prospect, you need to LISTEN. Listen to what their needs are, listen to their pain points, and even listen to them brag about their children. And when they tell you these things, be empathetic! Show that you care and show that you are actually listening. Listening is a big (and very important) step in the selling process and helps build trust and loyalty.
3. Show Value
This is your time to shine. Show them the value that your products or services have to offer. And be specific to their pain points! If they are most worried about security, don’t spend the majority of the time bragging about how pretty the piece of equipment is.
People don’t love to be sold but they love to buy. Show your enthusiasm for your product with integrity. Give them the opportunity to understand why they want/need to buy your product so badly.
4. Get Through Objections
Everyone’s got them, you just need to learn how to deal with them. And the key? Practice. Practice. Practice. Nothing looks worse than when someone objects to something and you spend 5 minutes fumbling around your words trying to get around it. When this happens, your prospect starts to loose interest and starts adding ideas to the objection list.
Anticipate what objections you may hear and practice what you will say to help your clients overcome these objections. Is price an objection? Research the competition and find out their pricing model. Maybe yours does more for the same price, or is priced lower than the competition. Find out what makes your product unique and stand out from the crowd.
5. Ask for the Sale
You’ve done a brilliant job following steps 1-5. Now, if you skip #5 you are letting money slip out of your hands. You MUST ASK FOR THE SALE. And don’t give up too soon. A little persistence can go a long ways.
Here are some examples:
-You have told me you need to get this done quickly so let's schedule an appointment to begin working on it. What is the best day for you to get started?
-I'd love to work with you on this, when shall we begin?
-Imagine the relief you will feel when this is all straightened out! Let's get started working on it this week! Can you come in on Friday to sign the contract?
-I think these two products would work best for you. Would you like to go with [X] or [Y]?
-When should we get started on implementation?
Notice how none of these questions have a simple yes or no answer? Follow this rule of using open-ended questions when asking for the sale.
6. Followup Through
Deliver. Deliver. Deliver. And do a fantastic job of it! Do everything you promised, do it on-time and on budget. And don’t forget to smile! Your client just went through the sales cycle learning about your product, building trust in you and your company, and now paid you money (potentially a LOT of money). Don’t take away their satisfaction in the process by not delivering as promised. It’s fun to buy things and if you want them to buy more, they need to enjoy the entire process!
After you’ve delivered on your promise, don’t forget to followup. If you sold your client a new car, check in a couple weeks later to see how things are going, and again 6-12 months later. If you sold a company a 6-month supply of bottled water, followup 5 months later to see if they’d like to reorder before their supply runs dry. Keeping existing clients is cheaper and easier and obtaining new clients. It’s that simple.