There is a very structured process to a successful sales endeavor. I have been working in sales for 3 years. In my experience there are many different ways to go about selling the same product or service, but the process itself is not as unique as people might think. Although one product can be sold many different ways, successful salesmen generally adhere to the same principles in the overlying sales process. Sales is not an art. Sales is a science and a technology. (Tyre, 2016) One aspect of the sales process that I have found successful is starting with your goals and moving backwards from there. If you have a prospective client that is in need of a product or service that you offer. The best way to close the deal and walk away with a sale is to picture closing the deal fully and giving your client everything that they are looking for. From there structure a specific guide on how to get there step by step. This will allow you to organize your plan and ask questions in order to get closer to your goal of closing the deal. As you have your goals set for the sale be mindful of the client's needs by asking the right questions. This feeds back into working towards your goal. Ask your client questions that will get you closer to satisfying their need and making the sale. There is no manipulation involved at all in the questions asked. The questions are aimed to reveal more about the project at hand to help you achieve the client's goal. People who believe to heavily that the sales process is completely open and abstract with little to no structure then it is more than likely they will not succeed in sales. Every aspect of sales resembles more of a science than an art. When I broke my companies sales record on cold calling it was through repetition after finding a process that works. This closely resembles the scientific process. Let's call it the scientific process of sales. Graphic retrieved from: http://blog.prospectify.io/b2b-sales-contact-strategy-5-tips/ Reference:
Tyre, D. 2016. 5 Keys to Successful Selling for the First-time Sales Rep. http://blog.hubspot.com/sales/keys-to-successful-selling-for-the-first-time-sales-rep#sm.0001f6qej7mx5cohxfr1otg01zusw
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Pete CashenPete Cashen is a driven entrepreneur who works in sales for an online marketing agency. Archives |