Learn how to sell and have a process that works to get you the best results from whatever you’re selling even if you’re not a salesperson.
Even if you’ve not had any sales training, and you don’t see yourself as a sales person, you can put a basic consultative selling process into use in just a few minutes and then gradually build your skills and techniques around it.
Self employed people may be experienced and very competent in their chosen field of expertise but they still have to sell their services to gain new customers.
Accountants, builders, interior designers, gardeners, therapist, beauticians and many more professionals have to learn how to sell if they are to build a business and make a living from their skills.
Small business owners might not have the resources to employ a full time seller so someone with no sales training may have to do it as part of their role.
When they meet with a potential customer where do they start, what should they say, how much talking should they do?
What if you’ve just moved into a sales role or have started selling as part of a wider role? You might have technical or product knowledge but do you know how to use it to overcome objections or close sales?
With no training most people will sell on price which means if you’re not the cheapest you don’t get the sale. If you are the cheapest you could get the sale but not at the best price.
Learning how to sell is easy and can be done in stages if you use a basic sales process as a starting point.
A basic sales process consists of several stages to move your prospect from being a potential buyer to a paying customer.
Once you understand the aim of each of the stages you can start to increase your skills and add more techniques.
Each stage can be broken down further into actions to achieve the objective and by learning these key actions you will learn how to sell. The process starts in your meeting with a potential customer.
To see free sales training on making appointments to meet with potential customers open a new page at Free Training on Appointment Setting...
Here’s a very simple overview of the sales process. It’s called a consultative process because it works by discovering the buyer’s needs and presenting a proposal that meets those needs. You are working with the buyer as a consultant rather than using a hard pitch to get them to buy your product.
Add to this some objection handling if required and you have the basics of selling. Let’s take a closer look at each stage and what actions you should be taking and techniques you should be using.
Introduce yourself, your business, and your products or services. Two important actions at this stage are: to give the prospect a good reason why you are meeting with them, and to show there is a potential benefit for them.
Question their needs
This stage is where you find out exactly what the prospect wants, needs, or desires. This is why it’s called consultative selling, you are working with them to find a way to deliver what they want.
Present a proposal
Present the prospect a proposal of what you can offer that meets their needs, which you discovered in the previous stage.
Close the sale
Gain agreement from the prospect that your proposal meets their needs and they are willing to go ahead and buy from you.
Deal with any objections
The majority of sales objections will arise when you try to close the sale. A simple way to handle them is to loop back to the questioning stage and get the details of the objection. Then present a proposal that answers the objection and close the sale. You can see free training on objection handling at Sales Objections...
The above is a very simple version of the consultative selling sales process stages.
It’s a good place for non-sales people to start learning how to sell.
Using this basic structure you can add techniques and skills onto your process as you progress.
To see more on how to use this selling process and to start adding more skills and techniques go to our free online course at Basic Sales Training Course...
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