Anatomy Of The Sale

There are steps to every sales process that never change. Depending on the products and industry, there may be variations of each step, but as long as you follow through on each step consistently, you will achieve success.

1) Introduction: This is where you introduce yourself and the company you are representing. This step usually takes no more than 30 seconds to complete and you may only have 10 seconds or less to make the right impression.

If you find that you are getting a high number of no's during the introduction step or Callbacks you may have to look at how you can improve your introduction.

Key elements to improve upon: Confidence, Eye Contact, ENTHUSIASM (makes the difference), inflection, speed, control, tone, and sticking to the script (or system if there is no script. Never try to reinvent the wheel or add more than the very minimum.

2) Presentation: This is where you present a problem for the customer that your product or service can resolve. You will ask a question to which the customer will be guided to a yes answer. This will set the foundation for a yes at the second last step where you will close. More often than not, you will receive an objection, or no, that will offer you an opportunity to respond with an objection resolution: Agree, Kill the objection, and close on their no.

3) Rehash: This is a vital step that sums up how your product or service resolves the customer's problem.

4) Close: You don't get the sale if you don't ask. This is where you ask for the sale. You may have to Agree, Kill, and Close one or two more objections; then close the deal.

5) Service and Sell some more: Is there another customer, business owner or individual that can benefit from your product/service as your customer has? Get names and phone numbers with permission to use your customer as a referral. Now you already have your foot half way through the door on another sale. If you remember to Service and Sell more after each sale, you may never have to cold call or rely upon walk-ins again. This step is what separates the average from the superstars!