six steps of sales v. 12-5-2011. learning objectives understand the six step sales process apply...
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Six Steps of Salesv. 12-5-2011
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Learning Objectives
Understand the six step sales process
Apply the six steps to any selling situation
Apply the six steps to TAB
Quantify to show ROI
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Assessing Your Skills
Use a 1-5 rating
Start with your strongest skill
How did you rate yourself and why
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Six Steps of Sales
• Selling results always improve when you have a strong process
• One Step at a Time• If you skip any of the steps, you can
jeopardize a sale• You must always have a positive
attitude• Your product or service can be
effective with every prospect
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Six Steps of Sales
• Focus on one step at a time until it’s comfortable.
• There is a learning curve, so expect to make some mistakes and lose some sales.
• Learn from the mistakes and in the end you will be a star.
• Always be digging deeper with your questions!
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Six Steps of Sales
Upfront Agreement
Rapport/Bonding
Clarity on your product or service
Prospect Discovery
Fulfillment
Desired Results
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Step One: Upfront Agreement
Present yourself
Where/When/How long is meeting
Who should be at the meeting
What you intend to do
What you would like the prospect to do
What results should the meeting produce
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Step Two: Rapport/Bonding
• Common interests Business Where you live or lived Hobbies, sports, beliefs, life style What photos or objects are in the office
• Show a serious interest in the prospectParaphrasing, head nod after comments,
saying “I understand” or “Yes”
• Be yourself
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Step Three: Clarity of Your Product and/or Service
• Overt benefits• Why should the prospect believe?
Length of time in business Number of customers served Testimonials Outline of products or/and service Short history of person they will be working with
• Trial close Do you see how this may help you?
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Step Four: Prospect Discovery
• Business history
• Ownership/Partners Who is the decision maker?
• Critical Success Factors What does the prospect want the product or
service to accomplish?
• Prospect budget
• Prospect expectations
• Prospect objections
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Quantification
How long has it been a problem? What have you tried to do to fix it? What is it costing you in round
numbers? Is that a little or a lot? Who else besides you cares? What happens if you don’t fix it? What if you could fix it? What
happens then?
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Step Five: Fulfillment
Focus on the needs—especially their CSFs
Use stories from other satisfied customers
Quantification of ROIInvestment dollars requiredAddress expectationsAddress objections
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Step Six: Desired Results
What is the next step?
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Questions?
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Quiz
What is the importance of prospect discovery?
What is fulfillment based on? How do you quantify?