A Sales Process That Works

As in most business functions, sales operates best when a repeatable process is established. Different processes can work, but here are the key elements that have proven successful for many of our clients. We often turn this process into a scorecard because effective selling requires more than simply the ability to close (although if you were only going to be good at one thing, closing sales wouldn't be a bad choice...).

1. Identify your target. Pinpoint exactly who needs your products or services.
2. Call for an appointment. This requires you to get to the right person. If you don't have the appropriate skills to get through the "screener", then you lose.
3. Meet with a person with the power to make a decision. If you don't meet with the person who can make the buying decision, then you lose the ability to control the sales process.
4. Identify the personality profile of the buyer. At the face-to-face meeting, you must identify the personality type of the buyer, or you may fail to connect. If your buyer can't relate to you, you will likely go home empty-handed.
5. Adapt your presentation to the buyer. One presentation or style does not fit all. If you cannot adapt your presentation by personality style, you will not win.
6. Develop solid closing skills. After making an effective presentation, you must be able to close the deal -- to ask for the order. It may seem amazing, but I have interviewed many business owners who tell me that many salespeople don't even bother to make a direct ask for their business.
7. Identify and overcome objections. Once you have asked for the order, that's when objections may begin. You need to be able to determine the "what" and "why" of the buyer's questions. Is the objection real or simply a stall? What is the underlying concern behind the objection? Overcoming objections effectively can make the difference between gaining or losing a sale.

To learn more about developing an effective sales process, contact Market-Edge today.

Bob DiRosa, President & Founder of Market-Edge Services.