Making a sale is like accepting what's been coming to you for a long time. If you are really good at sales, you can role through all the steps of the sales process into a single phone call. Although calling to sell is a cold call, that is not what we are discussing here. Everyone has something you need, and if you initiate a new connection in terms of nurturing, you are almost there.
The sales process consists of 4 main steps:
Sales Success - Last 2 Steps
Step 3: Get a "No" answer to one of these questions:
- Get in touch with the decision maker
- Establish a relationship
- Present a useful idea or product that we sell
- Close the sale
Once you get a "No" on any of these questions, you can present a useful idea or product (service) that your company offers. And if you get a "yes" to all of these questions and end up talking about the Small Business Review, you will be presenting the Small Business Review as a useful idea that can bring new business in and help sustain existing business for the prospect.
The key to talking about any of our services is to know the products and services and talk about the one that got a "No" in detail. Look for a buying sign like, "Well how do we get started?" and then move for the close in Step 4.
Be confident about yourself and your knowledge of the products and services. If your conversation moves past your knowledge of a product or service, simply state that you will get back with them on that issue later, or have your tech guy on the phone with you.
And most importantly, sell relationship - not price. We will go the extra mile to make sure the prospect is happy. Relate to the client or prospect's wants and needs and relate on a personal level. Are there additional up sales that can be made to existing clients? If nothing else, we can trade testimonials, leads, prospects, etc. We are in business to make sure every client succeeds in businesses.
Step 4: Close The Sale
When you get a buying sign, like "Well, how much is it going to cost me?", close the Sale! This is a matter of either taking payment over the phone and entering the information into the merchant account system yourself, or walking them through the purchase process. This almost always involves arranging a phone or web conference, or stopping by the prospect's office or place of business. It can be accomplished by providing an online payment option from your web site and an emailed or mailed contract, or simply reference the location of the contract on the web site.
Note that if you get shut down on any step, it is best to focus on what you have accomplished and close the call out. You should have the goal of accomplishing at least one step per call, but be ready to find and talk to the decision maker, relate to him or her on some level, come up with a useful product that we offer and make it attractive to the prospect, and finally when you get a buying sign, make an appointment to pick up a check and have them sign a contract. This can all happen in less than a minute on a perfect first time call, and even though this is rare, be ready for it. Also, if the client wants to see documentation, have it ready to email whether it is prices, contract, etc. If there is something you need that we don't have, contact me directly and I will put something together for you.
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- Do you have a web site?
- (if yes) Do you have a video on the web site or an Internet Channel?
- Do you have an online event calendar?
- Do you want more business?