Sales Process While Closing

5 replies
Does anyone folloe a predictable sales process that they can share when closing on the phone or face to face meetings? I know people have been advocating qualifying the buyer first and then moving forward with a soltution. I'm looking for a brief outline to follow in order to maximize my face to face and phone closes.

Thanks
#closing #process #sales
  • Profile picture of the author Claude Whitacre
    Man..there have just been so many threads dedicated to this. There is one on answering objections that would probably help you.

    Yeah, I have a sales process..
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    • Profile picture of the author AndrewCavanagh
      1. Ask questions and gather information about the
      business and the business owner and what's important
      both to him and to the business.

      LISTEN and be genuinely interested in the business and
      the person you're talking to.


      2. When you have some rapport make suggestions about
      what you might do to help them. The presentation of
      suggestions should be customized around the information
      you gathered on what's important to the business and
      the business owner.


      3. When you hit on a suggestion that the business owner
      gets excited about expand on it.


      4. Establish the potential dollar value of the suggested
      strategy...ideally getting the business owner involved
      in suggesting what results you might get each step
      of the way. Remember if you need a higher dollar value
      to establish value you can increase the time frame.


      5. Compare the dollar value you've established to the
      amount you'll charge to perform the service.


      6. Explain that to get started you need xxx upfront and
      explain the different ways the business owner can pay
      you.


      7. Get paid.



      I hope that's helpful.

      Kindest regards,
      Andrew Cavanagh
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  • Profile picture of the author Aaron Doud
    1. Connect: Depending on the prospect and how you are talking this can be everything from a simple greeting to the use more advanced conversations. The key here is to reach a point where the two of you can talk. You want any walls to be dropped. If that takes you 5 seconds cool. If it takes 5 hours that may be what you have to do. Your product, you, and the prospect will determine what is appropriate.

    2. Ask: You should have a lot of questions and their answers should lead you to even more. Remember you need to have them doing 80% of the talking. You should be steering the conversation but they should be the ones providing the power to the wheels.

    3. Present: Based on what they said and how those things related to benefits of your product(s) and/or service(s) you will present.

    I recommend using questions before and after each benefit. What I call a benefit sandwich which is when the meat (the benefit) is placed between two buns (questions tied into what the prospect has told you).

    The first (aka the bottom bun) should tie back into what they have stated during previous answers. This allows you to tie the benefit you are about to present into something they said they wanted, needed, or hoped to avoid. Example: "Let's head to the back of the coach. You said you would be sleeping you 3 boys and occasionally their friends, right?"

    The benefit is easy as long as you remember the difference between a benefit and a feature.
    Feature Example: "In the back bedroom you will see we have two bunks and a fold out couch."
    Benefit Example: "Since you will have your 3 boys with all the time I know you were hoping to have a bed for each. You'll notice there is a bunk to your left over the entertainment section and one to the right above the couch which folds up when not in use. For your third son we have a great surprise because the couch folds out into a large bed. So in this room you can sleep all 3 boys. They will have their own space so they will not keep you up and vice versa. And the part I know you will really like Julie is that you will no longer have turn the main couch and dinette into beds every day, that should save you time shouldn't it?"

    The top bun is the question used to finish the thought and should tie back into the one that started it. Example: "Sure looks like this bunk space would work great for your 3 boys, doesn't it?" You will notice I used other questions during the benefit presentation for tie down related points. This of those as garnishment on your sandwich. As long as they are right for your sandwich (aka related to the point) they will help drive home the value to your prospect and get them agreeing with you.

    Remember to have them touch and interact as much as you can. In my example I might have the couple sit or lay down. Maybe have them push the one bunk up or turn the couch into a bed. You want them to take ownership. So they need to be doing, touching, and interacting in some way with whatever you are selling.

    4. End: Bring this sale interaction to a proper ending. I use the word end vs. close because there will be times when you will not be able to close the sale. Too many people let this happen without a definite ending. Your goal should be to get one of the following three to happen.
    • Close the Sale: You should go into every sales interaction expecting to the close the sale.
    • Get a No: If they are not interested or this isn't a right match you need to know. Make them tell you No or learn to do a "Take Away Close" aka Assume the No and make them stop you.
    • Set an Appointment: If you didn't close the sale and they are interested don't leave it at maybe. If they need two days to think about it set up a time for a call/etc where you will start a new sales interaction that follows up on the previous one(s). Some products will need a longer sales cycle so be aware that many of your sales interactions may end this way.
    You will notice I listed these in order of what you should want. I know you may be wondering why I would tell you to get a No vs. Set an Appointment and the answer is simple. Your time and their time is too valuable to be wasted on the fact people are too nice to say No. No isn't bad. No doesn't mean you never will talk to them again. No simple means you move on and depending on what you as a sales professional believe you will contact them again at a later time and start a new sales cycle.

    Appointments are only there for products and prospects that require and can justify a long game sales process when you will enter into a series of scheduled follow ups.

    So what about MAYBE? Maybe is what happens when you don't properly end the sales interaction. Maybe IMO is worthless as it leads the average sales professional into needless follow up. This wastes their time and makes the prospect feel hounded. If you have ever done sales you will know the Maybe prospects. They are the ones you let leave yet when you call them back they never return your call. They didn't have the balls to tell you NO and you didn't have the skill to pull the NO out of them.

    Maybe is why people hate car salesman. It can be summed up in the whole "call them till they buy or die" mentality. That is not fun for the salesman or the prospect. So be a professional and help them say NO.


    When you get really good at selling you will know what that End will be long before you get there. Though you will still have times when a prospect surprises you. Especially if you do a take away close on someone you expect to not buy who stops you from leaving and buys. Those are always my favorite way to be wrong.



    So are you ready to put on your CAPE and be a Selling Superhero?


    Remember selling is simple but I have overly simplified it here. Consider this selling 101 chapter 1.

    Practice and Experience over Time will allow you to Master the Subtle Simplicity of Sales.
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  • Profile picture of the author Matt Lee
    As Aaron mentioned, I think the most important step is listening. The customer is going to tell you what they need. All you need to do is make sure you understand what they are asking you for, and present solutions to their needs. But don't just offer solutions, tell them why your solution works.

    Based on the conversation we just had you're telling me your needs are _______

    Here's a few solutions ________ _________ _________ and why/how they'll work.

    Clients are calling you, because their phone isn't ringing, their website is broken, A lot of times, clients just want to find someone they feel is listening to them instead of just firing of your list of services at them.

    Building trust, is an important factor in long term business relationships. Listening, is the first way you can make a good impression, and good report will help you close a higher percentage of sales
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  • Profile picture of the author misterme
    You might want to check into Jordan Belfort's Straight Line Persuasion.
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