Successful selling on a consistent basis is a process. It is a system with a definite purpose.
How do we turn customers into buyers? How do we make the potential buyer interested in our product?
It is not always easy. Each customer represents a challenge to your sales skills; in fact, this is where a professional salesperson will make sales, where an incompetent one will not.
The selling process is to get potential customers sufficiently interested even to want to talk about your products and for you to assume that every customer has some degree of interest, however slight.
Our Sales Process Model regularly results in the closing of a sale. A recent report (link) by the European Commission has forecasted the UK economy to shrink by 9.75% this year. The closing of a sale has never been so important.
The selling process starts with the impression created by you and first impression could mean the difference between making the sale, and not making it. A bad impression makes the selling job much harder. At worst, it makes it impossible, because customers have no allegiance to any salesperson.
First impressions are everything.
I want your help to demonstrate the point about how first impressions affects your decision. Let’s analyse what makes people feel welcome, or rather, what do you think makes people feel unwelcome.
Let’s take an example. There must have been an occasion when perhaps with your family you were overcome with hunger. You found yourself in unfamiliar surroundings, perhaps at a seaside resort, or in a strange suburb or city, looking for a restaurant for a not too expensive meal. Perhaps it was a fish & chips restaurant?
You looked and didn’t like it. Why? What were the factors that made you feel unwelcome?
That exercise probably brought to mind some glaring examples of bad welcome characteristics.
Now you know that it’s nowhere near as bad as that in your work in retail or direct sales. You wouldn’t dream of letting customers get such a bad impression. And of course, you would be right. (Or we hope you are). If things were so bad, you’d soon know about it. But are you convinced that your impression shouts welcome to all prospective buyers?
Using our sales Process Model will help you determine the sales figures you want to achieve on a monthly basis.
It cuts out super inflated sales prediction and returns realistic sales figures.
With our sales process model a none visible sales tool, customers are more receptive to suggestions and open to establishing working relationships.
This is because our model encourages you to; belief in the product, understand your organisation, have the interests of the customer as a primary motive, respond to the needs of the customer, and most importantly listen to what they say!
A satisfied customer should be the goal of any salesperson.
The model deals effectively with all the unseen characteristics that may prevent a successful closing of the sale. This will equip you with the capability to deal with any eventuality.
Unseen barriers may include: bad impression, interrogation, impatience, wrong products, features, defensive, threatens, negative news etc.
To learn more you can arrange a consultation by clicking here.
