This document outlines the key steps in an effective sales process and provides guidance on refining individual steps. It discusses 8 main steps: defining customers, prospecting, qualifying, engaging, presenting, negotiating, closing, and servicing. For each step, it asks questions to help the reader evaluate and improve their current approach. The goal is to help readers develop a clear, repeatable process for moving prospects through each stage of the sales cycle in an efficient manner to increase sales and profitability. Regular review and refinement of the sales process is encouraged to maintain effectiveness.

1. The Psychology of Sales Success The hidden steps to stop spinning your wheels and begin selling more effectively With Peter Lambrou, Ph.D. www.SalesConsultingAssociates.Com Twitter: @plambrou #psychsales 1-800-991-5432

2. Why Sharpen Your Sales Skills Now? It’s the economy “S****d” Now is always a good time to improve our skills Our competitors don’t sit still…

3. Who is Able to Improve?. A recent experience with a Solar System Too much chitchat Too much irrelevant information – Texture coating Didn’t get to the point quickly Learned my motivation way too late Didn’t respect the time we agreed upon Left without giving a quote Able to improve – YES – lost this sale

4. Sales Don’t Just Happen! How do you bake a cake? How do you build a house? How do you make a sale? Do you know the recipe? Do you have a blueprint? What’s your process?

5. Clarifying Your Sales Process You already know the features and benefits of your product or service… hopefully. Let’s drill deeper into the Sales Process 8 Steps Defining your customers Prospecting Qualifying Engaging Presenting Negotiating Closing Servicing

6. Your Target Customer/s What are the demographic, psychographic, geographic, firmographic, and behavioral elements of your target customer/s? Create an Avatar or profile for each target customer if you have multiple products or services or levels.

7. Prospecting What are the methods for prospecting you currently use? What current methods could you improve? What methods could you add? Suspects vs. Prospects

8. Prospecting Processes Who’s doing it – You or someone you hire? Of course referrals are best – do you have a process for asking? Accept the reality prospecting really is a “numbers game.” Keep records of important data to sharpen your process.

9. Qualifying How do you distinguish a suspect from a prospect? What are the key distinctions for each target customer? What are the defining questions you ask? How are different answers providing clarity on the qualification of a suspect to be a prospect?

10. Qualifying Processes Go for ‘NO’ Always be in a "Disqualification" mode. Rate suspects in some way. Have your qualifying questions either in front of you or memorized. Take notes. Disarm defenses – let suspects know you may or may not be able to assist them. Come from a head & heart of service – not self-service.

11. Engaging Prospects How do you engage a qualified prospect to be open to providing the information you need to explore their pain that you can/may remedy? How do you develop rapport, connection, and the foundations of trust?

12. Engaging Process When you can, Research – do your homework. Rapport is the creation of some sense of shared values, interests, or objectives. Connection is the development of a sense of collaboration toward a common purpose. Trust is the ability to rely upon one another with a scale of confidence (low to high).

13. Engaging Elements Do you know what matters to the prospect? Can you speak the prospect’s language? Can you allow prospects to be wrong with dignity Increases in trust allow you to ask more detailed questions and get more honest and relevant information to help you offer the best solutions.

14. How Do You Present? When you have a solution for a prospect’s wants or needs, how do you create the environment for that solution to be heard and understood? Do you have a pre-condition to presenting or proposing a solution? Who do you present to?

15. Negotiation What is your plan or process to negotiate differences between what your prospect wants/needs and what you can deliver? Specific parameters Deliver Service Price Quality

16. Securing the Sale (closing) What is/are your specific processes for closing a transaction? Finalizing Payment Contracts/Commitments Appointments

17. Service & Follow-Up How do you follow-up a sale and ensure the customer is satisfied. Do you have a process for obtaining a second sale to that customer or a referral?

18. Summary A periodic review of your sales process is like a tune-up for your car- Qualifying, Negotiating & Closing are the main keys to sales efficiency and profitablity- A follow-up system can keep customers and generate leads and referrals-

19. Sales Consulting Associates.Com 1-800-991-5432 Twitter @plambrou #psychsales 45-Minute Free Phone Consultation – just contact Peter Lambrou, Ph.D. Training for individuals and teams For free reports sign up at: www.SalesConsultingAssociates.Com