Sales Techniques: 7 Steps To A Successful Sales Call
Sales techniques is a phrase used by nearly everyone in business. No matter whether they have an actual clue about what the term means. Going back to basics lets look at what people mean by this phrase and what they think it includes. Sales techniques are actually a combination of all the different processes and skills thatsuccessful sales people use. By definition sales techniques are absolutely important if you want to be successful in sales.
The dictionary definition of Techniques are basically amethod or process that by default make things swift in the execution.Classic sales techniques that you are used tomight will include in some form or another the following 7 steps.
If you dont know what you want to achieve in any givenconversation it is unlikely to happen. For the new business economy having an outcome works best. Objectives are prescriptive and in our experience as trainers have less buy in from representatives.
The vital key to making anything happen in a sellingsituation. Building rapport at a conscious and unconscious level is a stepping stone to making thing happen. No rapport generally equals no sales achievement.
If you have asked the questions then you will have uncovered the major wants and needs of your potentialnew client. If not go back and ask some more. People will only buy what they either want or need.
Your product will have lots of benefits, I am sure. Make sure you use only the ones you have identified are important to a customer.Believe it or not some of thegreat benefits about your product your clients dont need or want.
You know what they want and you have answered all theirquestions. Have you gained agreement on the next steps? Hopefully the answer is yes. If not then you need to go back a few stages because somewhere along the line you have dropped the ball. Consensus of the next steps have to be agreed before anything else can happen
You have agreement next it is time to close the sale. To some this sounds a harsh word. The truth is it is aboutdelivering to your new customer your product or service that in some way will make their life a little better.
As you will have noticed as we dug deeper into what works within each section we can see even more techniques that can be used. Though selling is a process there is much more to it than that. A hotch potch oftechniques just thrown together will not always producethe desired result. Sales techniques need to be used in aspecific way and sequence to produce the best result for everyone.
Imagine trying to close a selling conversation when youhave not asked any questions or built rapport. The sale isunlikely to happen unless you are selling a hamburger to a hungry crowd.