The Five Most Important Steps In The Sales Process:
- What is the purpose of this phone call, email, voicemail or meeting?
- Who is the right person I need to talk with to get the right results?
- What is the game plan for this call or meeting?
- What is the solution for this prospect or customer?
- Have I clearly communicated the next step?
These five steps are key cornerstones of a successful career in sales.
The first step establishes the ‘why' – sticking to the purpose of a call, meeting, or voicemail will keep you on track throughout your presentation.
The second identifies the ‘who' – it will point you to the decision maker. It is important that you are speaking with the right people to produce the right results. How much time do you waste talking with the wrong people?
The third is the ‘how' – preparing for each call or meeting is how you project knowledge, confidence, and a professional tone. How often have you found yourself in the middle of a meeting or phone call not prepared? What happens to your confidence? Remember this, if you are confident, others will be confident in you.
The fourth step is the ‘what' – key questions will help you identify the right products and services for a prospect or client. So often a customer is not even aware of their problems or they are not sure what they want. It's important to help them become aware of the potential problems they may experience without your product or service.
The fifth is the ‘where' – communicating the next step helps guide the prospect or client to make decisions that serve them well. Is the prospect or customer clear about the next steps that will help them solve their problems?
These five steps will help you develop a simple, repeatable sales methodology that will take the guess-work out of each call you make or meeting you conduct. You'll be prepared for anything you face, even the tough ones.
What are the steps in your sales process?