Sales Tips

In: Business and Management

Submitted By lindabobo
Words 659
Pages 3
1. Build Rapport

This 1st step in the sales process is most important in order to build the required trust necessary to move forward. Without rapport, you might as well pack up and leave. Through the use of advanced NLP techniques and the asking of open ended questions, the prospect feels comfortable and starts to open up. The job of the sales person is to make their prospects comfortable and to initiate conversation. The more they talk, the more you listen, the more you learn and the more they like and trust you.
2. Set Parameters

Parameters or ground rules in the sales process are set once rapport has been established. The parameters are set around the amount of time required for the meeting, and what the prospect's objectives are for that time frame, followed by your objectives.

You must request permission to ask questions and to take notes, then, ensure the customer is comfortable with the fact you may not be able to help them in the end. Remember you cannot solve everyone's problem. A simple statement like, "I may or may not be able to help you. If I can't, are you ok with me telling you that I cannot help? If I'm able to help, I will inform you immediately... Are we comfortable this honest approach with each other and working on a "yes or no" basis? "
3. Uncover buying motivators

Buying motivators are the reason people buy and they are usually emotional reasons. Your job is to ask questions during this part of the sales process in order to uncover the buying motivators. Without buying motivators, there is no reason to buy. No pain, no gain.
4. Uncover financial ability In this step of the sale process, you summarize the buying motivators and uncover the extent of their budget by asking a question such as, "Do you have a budget set aside for these issues?"

If the answer is no, ask, "How do you intend to proceed?" However, if the answer is yes,…...

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