Sales Process, Pros and Cons

The Pros

Getting stuff done is easier with a system. So it's easy to understand (and find) the upside. So instead let's focus on information that's hard to find, THE CONS using a typical 5 step Sales Process


The Cons, using a typical 5 Step Sales Process

Step 1. Prospecting

It doesn't matter what you say (write), if you annoy someone they will remember you as annoying.

It's easy to annoy people. So never sell, pitch, trick or manipulate or anything that resembles any of these


Step 2. Qualifying

B.A.N.T. is a typical qualifying tool meaning - Budget, Authority, Need and Timing

Budget

  1. You're trying to find out if they have enough money. How would you feel if you thought someone was doing that to you?

  2. Next week / month they may have more money

  3. Next week / month your price could drop

  4. Maybe your price would drop for a huge order?

Authority

  1. You will never really know who has POWER and who has INFLUENCE

  2. Both can change over time

Timing

  1. Now is not the right time - so you give up. However, If you call every quarter, then you control time

Need

  1. Professional negotiators won't tell you they need something

  2. Needs change over time

Step 3. Presenting - traps

  1. You present what YOU see as 'value', not what they see as value

  2. You don't do a quick intro of YOU and your Business (Who, what, when, where, why, how and how much)

  3. You didn't research their Business

  4. You fluff about

  5. You sidestep questions

  6. You don't follow-up

Step 4. Objections

There's no such thing. If someone says it's too expensive, find out why. If you understand your (and your competitors) pricing, you simply have a discussion to justify your pricing. Don't fall into the trap of thinking 'objections' are bad. If you do, you are inviting 'burnout'


Step 5. Closing

How does that sound? How would you like to be 'closed'. Does it sound like they've got your money and they're on a plane to The Cayman Islands?

If long-term repeat-sales are the goal, then you should be planing the second-sale when you talk to a prospect, which means you should be constantly HELPING not closing

Yes the objective is to SELL. But it's a 'fine line'. If you try to close someone, they might see the Dollar Signs flash up in your eyes (like in those old cartoons). You won't see it. They will. Be careful

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