Any sales opportunity whether you are selling to one person, a panel or a group of people must have some structure and process to it. The golden rule for sales success is to keep it simple and logical. here is the process we use when selling:

Clearly define what you goal is.

Is the opportunity to learn,  inform, educate, build relationship, make the sale or a combination of all five? Be as specific as you can, your clarity will determine your success rate.

Establish a structure

Based on you goal, work within a structure to keep you focused on achieving the goal. keep it as simple as you possibly can, this will prevent you from loosing your place or going off on an unrelated track. We use a three step process:

1. An introduction – This needs to be strong and to the point to create impact. Your introduction will be the one thing that leaves a significant impression. Introductions are your defining statements of what you are about to discuss. Keep them brief and to the point, avoid unnecessary “filler” words to manage the time you have.

2. Content (aka your sales speil)

This is the art of the sale, here is where the real magic happens selling your products and services. The content must not only contain facts and features, it is IMPERATIVE that the benefits are highlighted, discussed and points made on how they affect the customer. Use questions to deliver your content and create the need for the sale in the mind of your potential customer. Questions also assist you in assessing how interested the customer is in purchasing from you and allows you to clarify any areas of uncertainty or objection along the way.

3. A summary

The summary need to capture the essential key points to your content, it must be short and to the point and reconfirm the benefits for buying from you.

Finally we work by the mantra “don’t leave the office unless you are going to make a sale” this one thing helps us to always clarify our goals when selling opportunities present themselves.

Cheers

Sue