Adding these sales techniques to the basic sales stages
We all know and use a sales process to structure the stages of the sale. The format may change depending upon the type of selling we are involved with.
For example: Retail sales might not have a sales appointment stage, but it will have some form of first contact, perhaps your initial approach to the customer.
Some sales types such as direct selling can offer a chance to make a sale on the first contact without arranging a formal meeting. But there is still a jump from first contact to the sales introduction, and you need a motivator to get the prospect to take that step with you.
A basic selling structure will look something like this:
Whatever you sell you will have a sales process that you use consciously or sub-consciously while you are selling. Sales skill training on getting the customer to move with you through this process and link it all together can prove most rewarding.
Now let’s take that basic structure and focus on sale skills training on the words and phrases you can use between each stage.
Influencing customers to move to the next sales stage
Between each sales stage is a void that you have to fill with a smooth connection to the next part of your sales process.
Take a look at the diagram below and start to consider what you should be adding to your sales process to motivate your buyers along the path towards closing the sale.
Think of Benefits and Motivators that will give the buyer a reason to want to get to the next stage.
Sales skill training on motivators and influencers
Now start to build you lines to add to your sales. Remember the objective of this sales training is to motivate the buyer to move with you.
First contact – Sales introduction
To motivate your buyers to move with you from the first contact stage to the sales introduction consider the following sales skill training.
When choosing your words to influence them to move with you and let you sell to them, ask yourself, ‘What’s in it for them?’
What can the buyer gain if they let you continue with the sale, or make a sales appointment with you.
You need a great reason for calling them, knocking on their door, or approaching them in a retail sales situation.
Sales introduction – Sales questioning
Think what will give the buyer a reason to answer your questions. You can go from a quick introduction straight into asking them questions without giving them a motivator to move with you.
Take on board this sales skill training and use a phrase such as: So I can see which of our products will give you .............., let me ask you a few questions...
Sales questioning – Sales presentation
From the buyer’s perspective, what will make them want to hear what you have to say in your sales presentation.
Throughout this sales skill training I stress it has to be a benefit from the buyer’s viewpoint. Tell them the best potential benefits they can gain from listening or watching your sales presentation.
Moving from questioning to presenting is a big step. You’re getting closer to closing the sale. You can’t suddenly jump from asking questions to presenting sales proposals without a link to connect the two sales stages.