Sales Process, Pros and Cons

Updated: Dec 28, 2021

The Pros

Getting stuff done is easier with a system. The PROS are easy to find (on the internet). So instead let's focus on the CONS.


The Cons of using a typical 5 Step Sales Process

Step 1. Prospecting

If you annoy someone they will remember you as annoying FOREVER. So don't annoy people when prospecting. Meaning avoid selling, pitching and and manipulating. Just have-a-chat and see where it goes and stay in touch


Step 2. Qualifying

B.A.N.T. is a typical qualifying tool. Meaning you ask the prospect is they have the Budget, Authority, Need and (is it the right) Time

Budget - do they have enough money?

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

  2. Next month they may have more money (but you've already qualified them OUT)

  3. Next month your price could drop (but you've already qualified them OUT)

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

  5. Maybe your price could drop to attract a different Industry sector that you are targeting?

Authority - are they the 'boss'?

  1. You may never REALLY know who has power and influence

  2. Power and influence can change over time

Timing?

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

Need?

  1. If they need what you're selling, they probably won't tell you

  2. Needs change over time

In summary - many prospects that will qualify, over time, if you put the effort in


Step 3. Pitching / 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. It's just a business discussion. If someone says you are too expensive, simply ask them, "in comparison to who?". They won't be able to justify their request. However if they can justify it, ask to call them back, then research it.

If they are 'wrong' call them and calmly explain why, with facts (You're integrity could swing them)

If they are right, they're smart, and have done you a favor. Thank them and keep them close.


Step 5. Closing

How does that sound? How would you like to be 'closed'?

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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