Step 1: Build Relationships • It’s all about relationships • People buy from people they like • Ask questions to build rapport • Be empathetic and show that you really care • Find common ground
Step 2: Identify Needs• Develop a list of standard questions you can ask when meeting current or potential customers so you can identify their needs. Share this list of questions with your sales team.
Questions You Should Ask• What challenges are you facing?• What products or services have you used before?• Is there a budget you’re looking to stay within?• Why do you need this product or service?
Step 4: Overcome Objections• Objections are requests for more information• Try and anticipate objections. Prepare replies to them• Understand what is behind the objection.• Ask questions to identify the real issue • Price • Finance
Step 5: Close the Sale • Ask for the sale • We can have it delivered this Friday for you. • Please pass me your credit card and Ill start the paper work for you. • Can you please sign the order form?
Step 6: Follow Up Contact the customer soon after they have made a purchase to ensure they’re satisfied.
Communicate Regularly• Email: send a monthly newsletter with useful educational content and savings.• Direct mail: send customized offers in snail mail. Still a very effective way to connect with customers.• Birthdays: send a card, gift or valuable coupon on a customers birthday.• Social media: interact directly with customers, online and offer them discounts.
Step 7: Stay Motivated• Associate with positive people• Look and act like a professional• Be enthusiastic• Set goals• Keep learning• Never give up