Solve the Selling Puzzle

The selling process can be broken into very specific pieces like a jigsaw puzzle. Our goal as professionals is to put each piece in its place in order to earn a new client. Here’s an overview of ideas to maximize your efforts in each area.

The first piece in the selling cycle is prospecting. There are many ways to prospect. One of the most common is via the phone. Try this phraseology when you call a company where you’re trying to get in to meet the decision-maker: “Hello, my name is Tom Hopkins. I’m in business in the community.” Don’t give the name of your company when you’re making this type of call. “I’m calling regarding your (state what your product or service does) needs. Who in your company is responsible for that?” (Before they can answer, continue) “By the way, who am I speaking with please?”  When the receptionist gives his or her name, use it, “Ann, thank you for your help.” Many receptionists don’t get a lot of recognition. Always try to gain an ally by giving them some.

The second piece in the puzzle is called original contact. When you meet a person you must radiate the goal of helping them like you, trust you, and want to listen to you. You do this through the steps of building rapport, letting them know that they’re important to you and that you’re there to serve. Show you care in your eye contact, with your smile, and with the questions you ask about them and their needs.

        The third piece in the puzzle is qualification. The term qualification means we’ve done our best to determine their needs. This involves asking very specific questions about what they have now, what changes need to be addressed, and who will be involved in making the final decision.

The fourth piece in the puzzle is for presentation.  The presentation covers three basic fundamentals: Who we are, what we’ve done, and what we will do for you. Make sure you cover those three areas for an effective presentation. The next major point in presentation is to cover the money thoroughly. If potential clients have any question in their minds at all about the money, they won’t be making any buying decisions.

The fifth step in the selling process is handling areas of concern. If they don’t object to something, they won’t buy. Raising a concern is evidence that the prospect is feeling compelled toward the decision. They want to slow things down and be certain of their decision.

The sixth piece of the puzzle is closing.  If the above five steps are handled properly, this step will be very natural. When beginning this step, don’t show any physical or emotional change. If you suddenly sound different, it will trigger fear in them and they will put up defenses.

Begin by asking a test question. This could be “Why don’t we just draft up our feelings on the paperwork and see if it makes sense?” You then follow this up by asking a reflex question. A reflex question is a question you ask that they answer without thinking, for example, their middle initial or the correct spelling of their last name. If they don’t stop you, they’re ready to own your product.

The seventh piece in the puzzle is getting referrals.  Many people ask for referrals and don’t get many because they don’t ask properly. Say, “John, Mary, I’m trying to build my business on a word-of-mouth basis. I would so appreciate it if right now I could help you think of a couple people I might serve and ask for a couple of introductions.” When you ask for introductions, it’s imperative that you use small groups that they can think of. You might start with their closest friends, their family, or people they work with. You’ll be amazed how they’ll help you if you’ve done the job properly.

The eighth and final piece of the perfect sales process is attitude. This piece is critical. Every day you must work on keeping your attitude positive. Too many people in selling wait for a good client, a good transaction, a motivational meeting, a seminar, or the manager to provide material to get them motivated. The day you turn pro is the day you realize that attitude in selling is everything.

Put these pieces together and see how your sales soar!

Learn the best strategies for each area of the selling puzzle as economically as possible >>

This information is copyrighted by Tom Hopkins International, Inc. for reprint permission, contact Judy Slack (judys@tomhopkins.com).

Comments

comments

Click to get Closing Sales is Easy eBook by Tom Hopkins

Speak Your Mind

*