4 Step Selling Guide - Review
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A review of the concepts taught in the previous modules.
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4 Step Selling Guide - Review
- 1. 4 Step Selling Process Guide: READ
- 2. READ 4 Step Selling Process The READ 4 Step Selling Process works with clients, customers, and also internally with presenting proposals, policies, and projects. The process usually takes multiple meetings and each step must be fully completed. READ is an acronym: Relate To The Client Establish A Need Advance A Tailored Solution Develop A Commitment Copyright 2006-2015 by G.C. Franchising Systems, Inc.
- 3. Step 1: Relate - Build A Relationship • Get to know your client or customer. • Listen more than you talk and learn all you can about them (likes, dislikes, family, hobbies, dreams). • Establish rapport • Focus on building relationships and solving problems – not pushing products or services. Copyright 2006-2015 by G.C. Franchising Systems, Inc.
- 4. Step 2: Establish Needs and Goals • Find out the needs and goals of the client or customer relative to their business. • What programs or services are they telling you they need? • Listen and feed back concerns to validate that they are correct. • Many clients buy products or services based on emotions/feelings and then justify the purchase with logic. Copyright 2006-2015 by G.C. Franchising Systems, Inc.
- 5. Step 3: Advance Solutions • Find solutions to the client or customer’s concerns. • Link your programs or services as solutions to their needs. • Tie the product or service and its benefits directly back to the concerns or issues they shared with you. • If the link cannot be validated, go back to step 2.
- 6. Step 4: Develop A Commitment • Close the deal by asking for the business. • Summarize the solution and then ask, “Can we move forward by taking an order today?” • If the answer is not yes then ask, “What are your concerns?” Next question, “If I address your concerns today, can we move forward with an order today?” • If you don’t ask, the answer is always no. Always, always ask for the business. Copyright 2006-2015 by G.C. Franchising Systems, Inc.
- 7. Key Learnings • READ is a 4 Step Selling Process • Follow The Process – Follow Each Step • Learn The Steps, Prepare, Practice, Role Play • Close By Asking For The Business – Must Complete This Step! Copyright 2006-2015 by G.C. Franchising Systems, Inc.
Editor's Notes
- 1.) What are your thoughts around planning? Is it important to plan and if so why? 2.) If I say Business Planning or Strategic Planning are they the same or is there a difference in your mind? 3.) Have you completed a business plan in the past, if so what did it look like? What are the components. We are going to discuss a step by step planning template………..does not mean you need to change your document or template, but you may want to check to insure that you have all of the planning components and tools to be most successful. Any questions?
- This is the actual beginning of the process. It all starts with your vision for your business company or organization. The statement sets the tone for the organization and the plan both short term and long term. Should be broad and should be shared with the entire team. And by the way, if you are not a business owner you can still develop a palnning document for yourself in your organization (You will want it to fit into the total over plan for the business). How can you insure that it is a good fit? 1
- -Focus on potential. -Start with the end in mind. -Vision should not change from year to year.
- -Defines the purpose of your organization. – Mission statement should not change from year to year. – Vision/Mission statements should be shared with your team. – Even if you are a solopreneur or sole proprietor your team (CPA/Banker/Others) should know and understand your vison/mission and overall plan.