1. Seven Steps to Successful Sales
Being a successful salesperson does not happen by accident or
blind luck. Success is the result of diligent effort applied to a
structured system with commitment and passion.These seven
steps are designed to help develop a system in a matter of
minutes. Building on success to achieve your dreams is determined
by how passionately committed you are to achieving the dreams of
your customers.The first step is as easy as listening to them.
The sales experience is not about the sales associate, it is about the customer.
It is a courtship ritual to determine if the customer values the goods or
services enough to invest in them by making a purchase.There is only one
way to find out what the customer values, wants or needs and that is to
listen intensely. If you are thinking about the next thing that you are going to
promote then you can not concentrate on what the customer is telling you.
Rather, think about how you can repeat what the customer is saying in your
own words and you will be forced to listen intently to what they tell you.
A successful sales professional can reflect the emotion as well as the content
of a customer conversation.
1. IntroduceYourself,Then Shut-Up and Listen

2. As new sales representatives learn about the company, products or services
that they represent it is a natural inclination to initiate conversations by
spewing facts and features like a walking commercial. Don't assume that the
customer cares how you do something, how long you have done it or what
you have been told makes you unique.The customer has a life with priorities,
deadlines and responsibilities of his or her own. Show the customer what
aspects of your offer are important from the customer perspective and resist
the urge to talk about any other things that are not relevant. Of course, you
will only know this if you have listened to your customer.
A successful sales professional focuses only on the specific attributes of the
offer that are relevant to the customer.
Get buy-in from the customer that you are on the right track. Ask the
customer for feedback to confirm that the focus is on the appropriate facts,
features or figures. Once you have provided feedback on your value as it
pertains to the initial customer requirement, it is common for some
customers to change the focus.This is an opportunity to find out if the
customer has additional concerns or considerations. Listen with intensity and
restate customer focus and topics in short sentences, reiterating each item
that is important to the customer.Then explain the details of your offer that
support all of these interests.
A successful sales professional keeps the customer involved during the
process of explaining relevant details of the specific offer.
2.Why the Offer is Important to the Individual
Customer
3. Get Confirmation,Then Explain the Details

3. If the offer is on target with the customer requirements then it is appropriate
to demonstrate reasons that the customer should trust you.This may be
accomplished by using specifications for products, white papers and case
studies for services, independent articles or references.The manner of
demonstrating credibility varies significantly by industry and market. If there
are no documents or history to use as reference, it is possible to demonstrate
credibility by making promises and keeping them. A promise may be as
simple as a commitment to follow-up with additional information by a
specific time. Even if the customer was a referral and credibility was implied,
never take it for granted.
A successful sales professional earns the trust of every single customer
through commitments and actions.
In addition to providing the price, also provide the details of what needs to
be done to complete the transaction and what will happen after the sale. If
the customer needs to take some action before, during or after the purchase
then be sure to explain this in detail. In some cases there may be a
registration, license or contract associated with the sale, so be sure to remove
any mystery or doubt by stating the facts. Make sure that the customer is
aware of any additional requirements or renewals. As an example, it would
be incredibly disappointing for a customer to excitedly unpack a new printer
and then discover that is it necessary to go back to the store for cables to
connect it to a computer. Keep the customer satisfied and confident by
providing step-by-step explanations and expectations.
A successful sales professional knows the process and educates the customer.
4.Credibility, Show the CustomerWhyYou can be
Trusted
5.What to Do andWhat It will Cost

4. In many cases there may be several steps in the sales cycle. If ongoing
negotiation is necessary then schedule the next meetings and milestones. If
registration or installation is necessary after the sale then initiate discussions
to accommodate the customer schedule. For significant purchases and
investments it may be necessary for the customer to review budget or
finances, in which case it is appropriate to schedule periodic follow-up to
accommodate these considerations.
A successful sales professional fills the pipeline by keeping a consistent
schedule for continuous customer conversations.
Don't assume that the customer is going to ask for the sale. Ask for the sale
to determine if it is time to stop selling and time to start processing the
purchase and assisting with the appropriate next steps to support the
customer. Some sales associates are so passionate about the product that
they keep promoting it long after the customer has made a decision to
purchase and can actually lose a customer in the process. Stop pouring when
the glass is full.
A successful sales professional will periodically pause to ask for the sale.
6.Schedule Next Steps
7. Ask for the Sale