The purpose of my blog is to help those starting in business to understand the sales process. A group of simple ideas tried and tested over the years.Wannabe entrepreneurs ask the question all the time “What’s the secret sauce”?. There is no secrete sauce just a series of tried and tested business mechanical processes that are the same for everybody. You add in the cream, Jam, flavour to make it work. Some flavours will work some wont.
Find more here Graham Royce
Most entrepreneurs know that’s its going to work its just a case of staying the course talking to the right people making the connections and doing what you say will do.
Her is one business mechanical process Sales.
My Sales Process slideshare
Again back to basics Sales. They always work sorry to be boring but they work.
I have put nothing new in this document old methods work don’t mess with them. Sales are particularly difficult to new start up company as the majority of start ups companies are technical based or back office based. Sales personnel who know their job are worth their weight in gold.
Some hints as to how you can solve this.
Completion of sales often not done and why:-
Most new business people are afraid of rejection. When some says no to your product or service is down to that business owner not identifying if the prospect has a pain that you are solving.
If this pain or need has not been identified correctly you will NOT make the sale.
However more often or not you would have identified the pain or need but just not asked for the sale.
A sale has to be made the following are some hints as to how that can be completed.
- Know you product inside out
- Know your prospect inside out
- Be polite get them to like you
- Don’t forget to LISTEN
- Understand the problem
- Don’t forget to say thank you
Some of the following might be relevant
You need to
- Restate the problem ± pain
- Get the client to agree
1. Ask for it.
Would you like to go ahead?
Would Tuesday be suitable to deliver it? What PO will I use?
2. The Order form close.
This simply assumes confirmation of the sale from the prospect every time he answers a Question, when you are filling out an order form.
- What is the company’s full postal address?
- It is 10 you need in the first shipment, correct?
- When the order form is finally complete, make sure to get the PO, bank details.
3. The either /or close (Alternative close).
It is very often possible to get a prospect to agree to go ahead by asking which (is the more acceptable of 2 alternatives offered).
- Would you prefer to pay the full cost up front or avail of our instalment payment plan?
- Would you like it delivered to your Limerick of Cork office?
4. Almost there.
To use this effectively you need to have very good product knowledge and you need to be Sure, that what you are offering is what your prospect really needs.
*(what is the pain you are solving), If the prospect says:
- I cannot afford that big an outlay right now I would need to arrange finance for it. To which you reply:
- On the basis that I can arrange a finance deal, for you over 5 years,
- Would, you be happy to go ahead?
5. The Highlighted problems
This close involves your prospect writing down all the reasons they should buy on one side of the page and all the reasons he should not on the other.
The salesperson helps the prospect write down all the reasons he should go ahead but leaves the ³against´ side to the prospect.
6. The Cautionary Tale close.
Many people like to feel associated with other people who have been in a similar situation.
Your cautionary tale can be negative ± illustrating what, happened when a prospect did not go ahead or positive illustrating the benefits obtained by a client who did buy. Remember to make the tale relevant and realistic.
7. The Lost Sale close. (be careful requires plenty of practise)
If what appears to be a final rejection by your prospect question him as to why you have failed?
This is a good way to identify hidden objections.
- Prospect: I have decided not to go ahead.
- Salesperson: I owe you an apology
- Prospect: Well, that’s alright, we all have our jobs to do.
- Salesperson: Yes I know but I did mine badly. If I had done my presentation properly, you would now be looking forward to all the benefits that purchase has to offer.
- Perhaps you could help me so I don’t make that mistake again. What do you feel I have not made clear in my presentation?
- Prospect: Frankly, I am worried about your lack of experience in the industry.
- Salesperson: If I can demonstrate to you that we have delivered an excellent product /service to similar clients to yourself in the past, would you go ahead on that basis?
8. I’ll think about it close.
Probably the most powerful weapon used against a salesperson.
- Prospect: I’ll think about it.
- Salesperson: that’s great! I would hate you to make a snap decision about an important thing like this as you wouldn’t need to think it over if you weren’t interested. What particular points are you thinking about? So that you have all the facts in your mind while you’re considering it, perhaps you could tell me what it is I haven’t satisfied you about? Is it perhaps the lead time?
9. The final objection close.
The objective is to obtain the prospect’s agreement. As there is, in your prospect’s mind, only one reason for going ahead, you have to correctly identify it.
Listen very carefully right through to the end and make sure you fully understand your prospect’s objection.
Having got your prospect to state clearly what his objection Is, you then are in a position to start the process again.