When people ask me, “What does it take to be successful in sales?” I respond, "To be successful in this game, you must have IT. You need 'IT' just to have the staying power." Throughout my career, I found people that have had the most success, fun, and long careers in sales, have 'IT'. The prerequisite for sales is you must have 'IT'!
The more in tune you are with your sales prospect, the easier it will be to build rapport. People like people. Typically when businesses or individuals choose to invest their resources (time and/or money) into your product it is because there is something or someone they connect with. Engaging your sales prospect on an emotional level with authenticity is the easiest way to boost your sales and ensure repeat business. These days, it is all about the relationship.
There are several ways to manage a sales call, however, the 8 steps detailed below include the most succinct way you can go from prospect to repeat customer. The steps include: preparing for the call, the introduction & greeting, qualifying your sale, surveying your prospect(s), handling objections - if necessary, your dynamic presentation, closing the deal and finally, customer maintenance. The activities below detail tangible ways you can learn to maneuver each phase of the sales call. * Steps 5 & 7 are in the next section as these are two areas most people feel the most uncomfortable, although they hold the most possibility.
Closing has a number of meanings however closing simply means getting to 'Yes' or one step closer to closing the deal. A sale could take just one call or take several steps or phases. Closing happens during the Presentation/Handling Objections phase. By getting their buy-in and yes head nods let’s you know you’re getting closer to the yes and their willingness to buy what you have or sign the contract. Closing is simply asking the question(s): Based on what I shared with you today and what you have shared, do we have a deal? Are you starting today? Are your ready to begin? Once this question is asked, say nothing else and wait for your client’s response!