The Professional Sales Cycle

Building The Path To The Sale

Handling Sales Professionally

Why Would I Buy This Product?It is about:AdvertisingPromotionPositioningCompetitive EdgeIt is not about:Technology

Professional Sales Cycle

Value Statement - W.I.I.F.M.Save Me Time/Make Me Money/Save

1. Effectiveness2. Efficiency3. Process Knowledge4. Product Knowledge

Top Producers have a plan and spend more time in preparationProfessional Sales Cycle

Performance Improvement - 5 PsPerspectivePlanPrioritiesPersistentPerformance

Professional Sales Cycle

Professional Sales CycleWhy do people buy? EmotionFeature = What it is, characteristicBenefit = 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 CycleSelling 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 CycleOpportunity: a customer problem or dissatisfaction that can be addressed by your product or service

Need Satisfaction Selling SkillsP = Probing, to gather information & uncover needsS = Supporting, to satisfy customer needs w/benefitsC = Closing, to gain customer commitment

Remember, Prescription before diagnosis is malpractice.

Professional Sales CycleKey Points of any Sales PresentationNever argueI must be sold firstIf I say it, they doubt itIf I ask and the customer tells me, its factIf Im telling, Im not sellingIf the customer is telling, he/she is buyingIf I ask questions, the customer can answer hes/shes glad and on my teamNever ask a question that you dont know the answer to or that you havent already given the answer to

CloseProbe

Support

Buying SignalNeed

The Sales Cycle Never Changes:ProbeSupportCloseProfessional Sales Cycle

Professional Sales CycleFunnel Technique Start with broad, open-ended questionsAsk more specific, close-ended questions to fill in details

Why Ask Questions?To gain a good understanding of the customers needs3 directions for Questions:1. Expanding2. Clarifying3. Re-Directing

Professional Sales CycleSales Balance Wheel

My IntroductionOverviewWhy your community?Community ReviewModel Walk ThroughClose*PreparationCustomer Preparation

Professional Sales CycleNeed Satisfaction Selling SkillsStep #1 = Probing, to gather information & uncover needs

Two types of probing questions:1. Open - Drive conversation, keep controlBegin with: How, Tell me, What, When, Where, Why

Exercise: Write an open probe question using one of the above words.

Professional Sales CycleStep #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 CycleStep #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 CycleStep #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 CycleObjections vs. ConditionsObjection = 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 CycleA.A.A. Structure for RebuttalsStep 1: AcknowledgeStep 2: AnswerStep 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