Making a Sale

Have you ever heard “Nothing happens until something has sold.” Our actual ability to sell our product or service to our prospect will determine our profit or loss, success or failure, in business. The sales process, to be effective, must be planned and organized in detail from start to finish. Every word and action must be scripted, rehearsed and memorized. Nothing should be left to chance.

Making a Sale is like cooking with a recipe. We must use the correct ingredients and blend them in the proper quantity with the right timing. All successful Business Leaders have developed a proven sales process that may be duplicated over and over. By using a proven sales system, we may accurately predict the quantity of our sales, the average size of our sales, and the profitability of our sales activities.

It is important to speak directly to our prospects either by telephone or in person who can and will buy and pay in a reasonable period of time. Start with your ideal customer profile in terms of age, occupation, income and education? Who are they in terms of problems, wants, needs, attitudes, and experiences regarding our product or service? If you could advertise for perfect customers, how would you describe him or her?

Our marketing and advertising should be aimed at telling our ideal prospect that our product or service will help them. The ideal prospect knows us, likes us, and respects our products or services and has an immediate need for what we sell.

Establishing rapport and trust with our customer is a must. The prospect will not listen to us or buy from us unless they like us and believes that we are honest, reliable and dependable. Be friendly, straightforward and believable. Be punctual, prepared and properly dressed. Ask questions and listen carefully to the answers. Make no attempt to sell until the prospect is relaxed and comfortable with you. Identify what the customer needs are so we may get them to buy. Ask carefully planned, structured questions so that we may fully understand our customer’s situation.

There is a direct relationship between asking questions and sales success. Plan your questions word for word in advance. Make no effort to sell or talk about your product or service until we have used Stephen R. Covey’s fifth habit, found in The 7 Habits of Highly Effective People, “Seek first to understand, then to be understood.”

Repeat back the specific needs or concerns that our prospect has expressed. Position yourself as a trusted advisor, dedicated to helping them solve their problem or achieve their goals with our product or service. Position yourself as a teacher showing them how our product or service works to help them satisfy their needs. Match the prospects expressed needs and concerns to our product or service. Focus on helping rather than selling. Conclude your presentation with an explanation of how the product or service is delivered or used. And by all means invite questions.

“Remember, Success is always Within Reach”

#terry ogburn #entrepreneur #Business #Business Development #Business Sales #business coach #business coaching