Sales...it's not Rocket Science (or is it?)
01 September 2010
Sales Tip 1st September 2010
Sales...it's not Rocket Science (or is it?)
Time to read this section about 60 seconds, time well spent.
Rocket Science is built from a foundation of physical and mathematical laws and principles. Sales too have clear physical and mathematical laws and principles which determine the outcome.
While there are many books and experts out there with many different types of ways to increase your sales, the simple laws and principles underlying each of these techniques have remained relatively unchanged since the beginning of time.
The Sales Process
Once you've identified the features and benefits of your product/service, and you've identified and defined your target market the Sales Process begins:
1. Contact your prospect
2. Interview your prospect
3. Analyse their needs
4. Present your product/services benefits
5. Negotiate
6. Close the deal
7. Follow-up service
That's it!
Throughout the sales process, the salesperson should be continually...
- positively expectant (know your product/service fills their need)
- enthusiastic
- asking questions
- listening
- qualifying the opportunity (for both parties)
- discovering hot buttons (what's in it for them)
- building rapport
- establishing trust
- developing credibility
- developing a valuable relationship
- addressing objections
- planning next action steps
- confirming understanding
- asking for referrals
- seeking additional opportunities to serve & sell
- evaluating responses & results (positive/ negative)
- affirming decisions (minimizing buyer's remorse)
Is it Rocket Science? No, not really, you know what you have to do...go sell something!!
Comments
01 September 2010
Mark
Like Einstien said, "make things as simple as posible, but not simplier".
I think all this happens in the same order as above in the retail evniroment, just a lot quicker than organising a meeting or doing a presentation.
Most retail staff as a leading question "can I help you/are you looking for something?", which is their Interview process to help identify the customer's needs.
As far as negoiation goes, this isn't so much about price, that's haggling, retailers could say "this one is
01 September 2010
Mark
$50, we do have this one here for $35 however it doesn't have these features"
This way you're still have your best chance at a sale, and you're showing the trade off between the features and benefits and the price.
01 September 2010
Mark
Sure, that's why some staff sell lots, and others don't.
Some staff are great at finding the needs, or negotiating with customers in a manner that the customers feel like the staff are "helping" them.
Retail is a tough industry because most consumers know how to say NO, and shut down the Interview process quickly.
01 September 2010
Leanne
I think you've over simplified it a little bit here Mark.
Also it might work a little different for retail stores, as we don't get the chance to interview or negotiate with our customers.
But I agree, it's not rocket science, but so many stores out there get it wrong!