How To Sell The People you meet can be identified first as a Suspect Then with a little understanding a ProspectWho after research becomes a Qualified ProspectAfter buying from you a Clientand as he buys more and more Taking off he is described as an Active Client
STAGES OF THE SALES PROCESSGATHER NAMES & Because you are known to theQUALIFY THEM prospect in a favorable light.CONTACT THEM Because you approach the prospect with an idea that fits his/her needs and establish the value of your service.SALES INTERVIEW I Because you are diligent in determining the facts about the prospect and the prospect’s motives.
STAGES OF THE SALES PROCESSPREPARE Because you can pinpointRECOMMENDATIONS needs and solutions and concentrate on basic needs.SALES INTERVIEW II Because you can translate features into benefits, appeal to buying motives and make specific recommendations based on recognized needs/wants.
STAGES OF THE SALES PROCESSCLOSE THE SALE Because you provide constructive information and tie benefits to buying motives.SEAL THE SALE Because you reinforce the sale and remind the buyer why he or she purchased the product, you then give a future commitment to continuous service.
If what you say is whatyou think, that’s honesty; If what you say is whatyou feel, that’s sincerity; If what you say is what you do, that’s integrity.