The Power of The Nine Step Sales Process
The only way to sell something to somebody is by using the sales process. But, knowing the sales process is not enough. You have to completely understand why the sales process works and you also have to master the skills to execute the sales process.
I did a search for “steps in the sales process” and got some interesting, if not humorous, results on the first page of Google. Try it and you’ll see sites claiming there’s everything from an eight step sales process to a five step process. After I read the articles, I discovered they had nothing to do with the sales process.
There is only one sales process but you can take liberties with the number of steps in the process. I use a nine step sales process. Some sales trainers consolidate steps and some, like me, add steps to the sales process. I added “Developing A Strategy” at the beginning of my sales process and “Asking For A Referral” at the end of my sales process. I feel those two steps are too important to leave out of the sales process.
I don’t consolidate steps in the process. I feel it’s too easy for a sales rep to forget something when the sales process steps are consolidated. For example, I added “Summarize” after “Probing” to insure sales reps repeat back everything the prospect told them. This gives the prospect an opportunity to correct any misunderstandings.
Understanding Why The Sales Process Works
Past knowing the sales process, you also have to understand why it is the only way to create sales. You have to understand the psychology behind the sales process if you expect to succeed in sales. The process is a powerful persuasion tool and an understanding of why it works helps salespeople to succeed in their sales careers.
Knowing the sales process and understanding why the process works is still not enough to succeed in sales. You also need to master the sales skills required to execute the sales process like a top selling superstar. Knowing what to do is very different than doing what needs to be done. To enjoy great sales success, you need to execute the process to perfection.
Executing The Sales Process
Every step in sales process is linked to the next step in the sales process. Failure to successfully execute any one step in the sales process could cost you the order. That’s why I tell salespeople that ask for help with their sales closing skills not to rush to judgment about those skills. The true problem may be with one or more of the other steps in the sales process. For that reason, I recommend sales training programs that cover the entire sales process. This way they are sure to get the training they need.
Even the most experienced salespeople, at times, need assistance with the process. These seasoned pros start developing bad habits and start looking for shortcuts. I find those issues at the foundation of most sales slumps. I urge those seasoned pros to get back on track and take some refresher sales training that is focused on the sales process.
My advice to those that want to succeed in sales is to get your arms around the sales process. Discover how to implement the sales process like a sales superstar and never look back.
Nick Moreno, Sales Consultant
National Sales Center, Sales Training Company
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