The sales process will show you how to sell using sales stages. It gives you a map to follow, and stops you getting sidetracked, as you move your customer towards closing the sale.
When you sell using these sales techniques you get:
To close more sales
Consistent sales results
Confidence in front of buyers
Know where you are and what to say at all times
Have an objective for each sales stage leading to the close of the sale
It doesn’t matter what type of sales you are making.
A quick low value impulse sale, or a technical sale that requires logical decision making, sales training on using a sales process will give you benefits.
As a sales manager I’ve worked with people in retail, field sales, B2B, direct sales, showroom, and telesales. And this sales technique has proven successful.
Have a click around the sales process and see if you can increase sales with the free sales training here.
The Sales Process
This is the sales process my sales teams use with great success. It follows a simple path through the sales stages, from the first introduction to closing the deal.
The Sales Introduction
The objective of this stage of a sale is to give the customer information, as briefly as possible, about you, your business, and the benefits of talking to you. This selling stage includes the most important line of any sale: Your reason for being there.
If you don’t grab the buyer’s attention during the sales introduction then you may not get a chance to use your other sales training. Open Sales Introduction stage of the process and see sales training on how to build an effective sales introduction in minutes, and the common mistakes made in the first minutes of a sale.
The Sales Questioning stage
If you get this selling stage right the buyer will write your sales presentation for you.
The more structure you have when asking the questions to find out your buyer’s needs, wants, and desires, the easier it will be to present your sales proposal and close the sale. You can see free sales training on a great way to structure your sales questions by opening Sales questioning Techniques.
The Sales Presentation stage
You’ve got a structured list of the benefits the buyer wants from a purchase. Now you present a sales proposal that will provide those benefits. Sounds easy, but this is where many people make common sales mistakes that lose them the sale.
For example, I regularly see people presenting features instead of benefits, and benefits that the buyer isn’t interested in. See free sales training on how to give a winning sales presentation, and avoid common mistakes, at Sales Presentation Tips
Closing the Sale
Too many sales people treat sales closing as a completely separate sales stage, unconnected to the sales presentation.
It’s not, it’s a natural sales step from the sales presentation.
You are asking if your sales presentation has shown the buyer how they can get the benefits they expressed in the questioning stage of the selling process.
Today’s customers no longer fall for trick closes and old fashioned sales techniques.
And even if they do you will not see them coming back for repeat sales or referring their friends and business contacts to you.
You can see free sales training on how to close a sale using professional and ethical closing techniques by cicking the link.
...Click on any of the links to take you to the sales training page for that stage of the sales process. ..
Sales Training using a Sales Process
Once you are practiced at using the sales process you can start to add more sales training to it.
You can assess your sales skills by seeing how far into the sales stages you are successful. If you find that you grab your customer’s attention in the introduction, but lose them when asking sales questions, you can look for sales training on the questioning stage of the sales process.
An important sales skill, that will increase your sales, is to learn how to move from each of the sales steps and take the buyer with you. Click the links on this page and see how to use motivators, and potential benefits, to move the buyer along the sales stages towards closing the sale.
If you’re serious about increasing your sales
If you’re serious about increasing your sales results, and want to have a really great sales process working for you, you will have to do a little work.
The sales training course I use to help my sales teams use sales stages is now available in a workbook training course.
I’ve put together an exercise program that shows you step by step how to build a selling process specific to your sales.
You can download it and start using it today to increase sales.
The full text, as I present it in live training sessions, can be used as a personal sales training program, or as a complete course to present to your sales team.
You get additional trainer notes and the slides I use when presenting to working sales teams.
This course has proved successful for many others, like you, and now, with a little work from you, it will work to give you the results you want. Open the Sales Training Course or click the image above for more information.
Sales Skill Training to Create Rapport and Build Relationships
It's not just what you say that will increase your sales, it's the way that you say it. The attitude you assume, the rapport you create with the prospect, and the relationship you build.
Learn how to create rapport with sales skill training that shows you the best communication skills at each stage of the sale. Open Sales skill training and add a new dimension to your selling skills.