In part one we look at the first two stages of sales, again sales is essentially a four stage process with a lot of mini stages underneath each process. Depending on your product or service and whether it is a big ticket item that has a long process or something you can generally close on the spot you will still need to go through these four stages to make a sale.
In this article we are going to take a look at demonstrating value and closing the sale. Both of these steps will have a lot to do with how well you qualify, prior to these stages, the customer and found what their hot buttons and needs are.
Stage three- Demonstrating value
After you have sufficiently qualified the customer you should have a pretty good idea of what they are looking for and what they are expecting. When you demonstrate value make sure that you hit all the points that they have mentioned to you as being problem areas. If your product or service can help them solve their problems in any way and it is financially feasible to them that demonstrating the value should come naturally. If you do not see any way to help them and demonstrate value you should probably move on because closing will be very difficult
I have seen and read many different books on sales and closing techniques. I have also used techniques such as the Ben Franklin close, the puppy doll close, and many others the one thing that always remain true is that if you have done your job correctly in the qualification and the demonstrating value stage than you have done 95% of the work and closing should pretty much just happen. You may get a customer who has second thoughts at the very end or they are afraid to make a commitment so you should be prepared for this but if you do your homework and you have demonstrated your product or services value than you should know going into the final meeting whether you will get the deal were not.
Sales can be a great job and you can make a lot of money or it can be a very stressful job where do not know your next paycheck is coming from. Take a look at these four steps see which ones you are good at and which ones you can improve upon and make a commitment to make the improvement as soon as possible.
Did you know that even the most successful cold callers only have a 2% success rate while cold calling? You know that cold calling prospecting is one of the least effective ways to find new prospects? Go to http://www.sickandtiredofcoldcalling.com where you will get a free 5 part e-course to eliminate cold calling out of your life.