Building The Path To The Sale Professional Sales Cycle

Why Would I Buy This Product? It is about: –Advertising –Promotion –Positioning –Competitive Edge It is not about: –Technology Professional Sales Cycle

Value Statement - W.I.I.F.M. Save Me Time/Make Me Money/Save 1. Effectiveness 2. Efficiency 3. Process Knowledge 4. Product Knowledge Top Producers have a plan and spend more time in preparation Professional Sales Cycle

Performance Improvement - 5 P’s Perspective Plan Priorities Persistent Performance Professional Sales Cycle

Why do people buy? Emotion/W.I.I.F.M. Feature = What it is, characteristic Benefit = What it does for me, value of a feature to a customer Value Statement = What it does for me that creates a positive emotion Professional Sales Cycle

“Selling is a process of uncovering and satisfying customer needs” Needs = a customer want or desire that can be satisfied by your product or service; expectation. The key words that customers tend to use when express needs include: - need- want - like- interested in - looking for- wish Customer needs are the focal point of any sales interaction. Professional Sales Cycle

Opportunity: a customer problem or dissatisfaction that can be addressed by your product or service Need Satisfaction Selling Skills P = Probing, to gather information & uncover needs S = Supporting, to satisfy customer needs w/benefits C = Closing, to gain customer commitment Remember, “Prescription before diagnosis is malpractice.” Professional Sales Cycle

Key Points of any Sales Presentation Never argue I must be sold first If I say it, they doubt it If I ask and the customer tells me, it’s fact If I’m telling, I’m not selling If the customer is telling, he/she is buying If I ask questions, the customer can answer he’s/she’s glad and on my team Never ask a question that you don’t know the answer to or that you haven’t already given the answer to Professional Sales Cycle

Close Probe Support Buying Signal Need The Sales Cycle Never Changes:  Probe  Support  Close Professional Sales Cycle

“Funnel Technique” Start with broad, open-ended questions Ask more specific, close-ended questions to fill in details Why Ask Questions? To gain a good understanding of the customer’s needs 3 directions for Questions: 1. Expanding 2. Clarifying 3. Re-Directing Professional Sales Cycle

Sales Balance Wheel My Introduction Overview Why your community? Community Review Model Walk Through Close *Preparation Customer Preparation Professional Sales Cycle

Need Satisfaction Selling Skills Step #1 = Probing, to gather information & uncover needs Two types of probing questions: 1. Open - Drive conversation, keep control Begin with: How, Tell me, What, When, Where, Why Exercise: Write an open probe question using one of the above words. Professional Sales Cycle

Step #1 continued = Probing, to gather information & uncover needs 2nd type of probing questions: 2. Closed - Used to verify information, call for one word answers. Begin with: Do, Are Which, Have, Who, Is, Does, Has Exercise: Write a closed probe question using one of the above words. Professional Sales Cycle

Step #2 = Supporting, to satisfy customer needs w/benefits Probing uncovers needs. Next, “support” these needs with a feature of our product. Exercise: Write a supporting question using a feature of our product. Professional Sales Cycle

Step #3 = Closing, to gain customer commitment It is now time to gain agreement from our customer by asking a “Trial Close” question. Always wait for a response! “He who speaks first, loses!” Exercise: Write a trial close question using a feature and benefit. Professional Sales Cycle

Objections vs. Conditions Objection = When a customer says or feels that our product does not have enough value for them. Conditions = Reasons that prohibit the customer from buying. Key is to identify which one your customer has given you, and respond accordingly. Professional Sales Cycle

A.A.A. Structure for Rebuttals Step 1: Acknowledge Step 2: Answer Step 3: Ask “If they are asking a question or offering an objection, they are interested” Professional Sales Cycle

“Selling is a process of uncovering and satisfying customer needs”” Professional Sales Cycle