Posted by Nick in Sales Training To Improve Sales Results | 1 Comment
The Superstars Know How To Properly Execute The Steps In The Sales Process
The steps of the Sales Process takes the guesswork out of sales. In fact, you can’t succeed in sales if you can’t successfully execute and implement each of the steps in the Sales Process. If you never had sales training, your first course should be “Steps In Sales Process” training.
This post is not only intended for those that are new to sales. This post also serves as a sales process reminder for seasoned veterans.
Understanding The Steps In The Sales Process
Before I give you the steps in the Sales Process, I need to make a few important points. First, knowledge of the Sales Process Steps is important but success or failure depends on how well you can execute each of the steps in the sales process. That’s key to all my sales training programs.
Second, the Sales Process Steps have nothing to do with sales prospecting or post sales follow-up. The Sales Process concentrates on what a salesperson must accomplish when they are “face to face” with a prospect. This is how sales are developed.
Third, depending on what you are selling, the entire process could be completed on one appointment or it may take multiple appointments to complete all the steps in the sales process.
Fourth, the steps in the Sales Process must be followed in the order written below. You may not proceed to the next step until the current step is successfully completed. That said, there is one exception. Step 2, “Establishing Rapport”, is at the start of each and every sales appointment and runs through the entire fabric of the sales process.
Fifth, there is some debate on the number of steps in the sales process. Some sales trainers leave out steps while others consolidate steps in the process. I am very comfortable with my nine step Sales Process because I know it works.
We are now ready for The Steps In The Sales Process!
Steps In The Sales Process
Step 1- Developing A Sales Plan And Strategy
You need to do your research and develop an overall strategy for every sales prospect. Focus on what you already know and what you need to uncover. Also, insure you have a solid objective for every sales appointment because the appointment isn’t over until that objective is achieved.
Step 2- Establishing Rapport
Would you be more likely to lend five dollars to a stranger or to someone you know and trust? The answer is obvious and represents why this step in the sales process is so very important. There must be a “connection” between the one buying and the one selling. Begin ever appointment with some “rapport building” and continue it throughout the entire Sales Process.
Step 3- Discovering Needs
“Sales” is about uncovering problems and the “pain” associated with those problems. Obviously, we are looking for problems we can solve with our product or service. Often, the prospect isn’t even aware of the problem. This is especially true when the problem is that the prospect isn’t taking advantage of an opportunity to improve. Salespeople uncover these problems by asking a set of strategic probing questions.
Step 4- Summarizing
You must now insure you completely comprehend all that your prospect told you and give your prospect an opportunity to clear up any misunderstandings. You do this by telling your prospect all that you’ve learned from your probing questions and the “need” those questions uncovered. The prospect and salesperson must be on the same page and the prospect must agree there is a problem that must be corrected. This is a key step in the sales process.
Step 5- Presenting Solution
Now that you’ve uncovered a problem, you must present your solution. Obviously, that solution is your product or service. Relate your product to the prospect’s problem and show that your solution is cost justified.
Step 6- Trial Closing
At this point in the Sales Process, you must attempt to close the deal. You’ve uncovered a problem and presented a cost justified solution, So ask for the order! You’ll either get the order or you’ll get some objections. This step is the trial close.
Step 7- Overcoming Sales Objections
A sales objection is not rejection of the salesperson’s proposal. A sales objection is either a request for additional information or an opportunity to address some misunderstanding. You must successful address each objection before you proceed to the next step in the sales process. The top sales pros are masters at overcoming sales objections.
Step 8 – Closing
At this point in the Sales Process, your prospect agrees that a problem has been uncovered and all questions about your solution have been addressed. Ask for the order and “get ink on paper”. You can’t overestimate the importance of sales closing skills.
Step 9) Asking For A Referral
Your former prospect is proud of their decision to become your new client. Now is a great time, but not the only time, to ask your new customer to introduce you to your next prospect. Ask for a referral.
Sales Process Training
Well, there you have it, my nine step Sales Process. It looks easy but it’s not because it requires powerful sales skills to successfully execute all the steps in the Sales Process. For example, you need to know how to,
- Develop An Overall Sales Strategy
- Set An Objective For The Appointment
- Make A Great First Impression
- Ask “Open Ended” Questions
- Uncover “Needs” And The Associated “Pain”
- Listen To Your Prospect
- Derail The Competition
- Properly Position Your Product
- Write An Exceptional Proposal Or Price Quote
- Cost Justify Your Solution
- Overcome Objections
- Correctly Ask For The Order
- Get Referrals
And a whole lot lot more!
Sales Process Skills
When it comes to the steps in the sales process, knowing what to do is miles away from knowing how to do it. Sales is a profession that that requires skills. It takes top-notch sales skills to successfully execute the Sales Process. This profession is no place for armatures or those that just go through the motions. One misplaced word or one improper execution of a step in the sales process could be the difference between success and failure. There is no room for error.
The sales rep that is most proficient at executing the steps in the Sales Process will always leave the competition in the dust and never fall into a long sales slump. This is a profession where you always need to be on top of your game. Only one rep gets the commissions so there is no second place.
The “Progressive Sales Process”
I invite you to take your sales skills and sales strategies to the next level and discover how the Top Sales Pros execute the steps in the Sales Process. Once you start using their skills, strategies and techniques, you’ll bring your “A Game” to every sales appointment. Why not test drive this short clip from my sales process DVD program?
LEARN MORE ABOUT THIS POWERFUL SALES PROCESS
I’ve made it easy for you to discover how the Top Sales Reps execute the steps in the Sales Process so that you can start earning their commission checks. Everything you need to know can be found in a DVD Sales Training Program called “The Progressive Sales Process”. Once you start using these skills and sales strategies to execute the steps in the sales process, you’ll never go back to that “old way” of selling. This is the only way to close more sales
Nick Moreno, Sales Process Steps Training Coach
National Sales Center, Sales Training Company
Master The Most Powerful Sales Process
Sales Training Video