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The Sales Buzz Issue 53-Sales stages training - The professionals technique
November 24, 2009
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The forgotten part of your sales
You may be really effective at using all the stages of a sale. You know; the sales introduction, questioning, presenting etc.
But what many sales trainers forget is how you connect all the separate sales stages together. These connecting parts of a sale can either be a weak point where you get objections and questions. Or, a strength that makes your sales progress smoothly towards closing a sale. Scroll down the page to see more on sales stages...
Build a Sales Introduction In 3 Easy Sales Stages
A fast technique for building a great sales introduction that motivates the buyer to stay with you.
The most important sales stage is the Introduction. Get this right and you can move to the next stage and you are a step closer to closing the sale. Get it wrong and you lose all chance of gaining a sale. Scroll down the page and see 3 Easy steps to a great sales introduction...
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the forgotten part of a sale
You may be good at the skills of all the sales stages that make up your sales with buyers.
The stages such as Introduction, Questioning, Presentation, and Closing the sale. But what about how you connect these stages of a sale?
You can’t just jump from asking questions that qualify your prospect and discover their needs, to a sales presentation where you propose a product or service.
This is true of all the steps you ask your prospect to take with you as you move towards closing the sale.
Without some proper thought, preparation, or sales training, you can lose the attention of your customer.
You can have a really effective sales introduction that grabs the attention of your prospect. Then as you move to the sales questioning stage they ask a question or come up with an obstacle that stops you moving on.
And that's what we all go to work for - To close more sales.
Sales stages - We all know how to use them
Sales training courses and sales books offer skills and techniques on all the stages of a sale.
But when did you last attend a sales course where they placed as much emphasis on the connecting lines and phrases between the steps of a sale?
These important parts of the sales process are often ignored, especially in classroom based sales courses.
It’s not until the delegates get back into the real world, and try and connect the sales stages, that they stumble with their lines and start to lose the focus of their prospects.
That’s where sales training from a working sales professional has its strengths.
The techniques and skills are developed in the real world not just in classrooms.
Even with a simple 4 or 5 step sales process that takes a couple of minutes, for example retail sales, you need to connect the stages.
The connecting lines and phrases
Sales for different products and services and to a range of customer types, will all require their own connecting lines.
I can’t tell you what to say, the exact words or phrases, but I can help to show you how to do that for yourself. Then you can put these important connecting lines into place and get the benefits for yourself.
Put some focus on connecting your sales stages and see more free training on this important part of your sales process at Sales Stages Training.
In 3 Easy Sales Stages
Build an effective sales introduction in 3 easy steps.
Use proven sales techniques that grab the customer’s attention and motivate them to move with you through to the next sales stage. Try it out and see how quickly you can put these selling techniques into action.
A good sales technique is to add something about you that could be of benefit to the customer. Don’t just call yourself a sales representative as that offers no benefit to the buyer.
You want something about you and what you may be able to do for the buyer.
This could be your position in the company, especially if it is your own small business.
Maybe you have a technical qualification or a title that will give the customer confidence in you and your products. This can be a really effective if you use an advisory sales style or sell a technical product.
Now follow your name with either your company or product details. We all look for information we are familiar with. So give your customer clear words and phrases that allow them to quickly find something similar in their memory and experiences.
The best sales techniques to use here are to keep it similar and let the buyer find familiar territory.
If your products, company name, or types of products, will be familiar then include them. If the buyer will not have heard of them, relate your products to something they will know, such as what your product will replace, or the main competitor.
Step 2 of building a sales introduction is to start grabbing the buyer’s attention. In step 1 you have used just a few quick lines to introduce you and your company or product. Now tell them what your main sales point is.
In years gone by this used to be called your unique selling point, or USP. Nowadays it is very unlikely you will have a unique selling point because as soon as a company gets one it is soon copied by the competition.
A good sales tip is to start thinking about your company’s sales angle.
Are you priced focus and offer the cheapest prices.
Do you have excellent customer service.
Or are your products unique in some way.
Find that sales angle and add it into your sales introduction stage of your sales process.
Step 3 is the most important line of your sale. It’s the reason why you are there, and the reason why the customer should carry on listening to you.
Start by putting yourself in the buyer’s position and think what you would want to hear that would grab your attention.
Start with the phrase:
and then see what naturally follows.
The reason you are there must be a big possible benefit for the customer.
You are not there to see if you can sell them something. Be creative, think in terms of benefits, and write a list of possible gains the customer could get from listening to what you have to say.
Here are some examples I have recently used while coaching field sales people:
I’ve asked to meet with you today because:
We are specialist in supplying your industry and we can offer...
We have improved productivity for many companies like yours and I may be able to...
I have a new product to show you that will...
Our products can give you...
I recently met with... and they said you might benefit from...
That’s just a few ideas to get you started. You can see more free sales training on creating a great sales introduction.
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Wishing you the very best with your sales career.
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