Six Steps of Salesv. 12-5-2011

Learning Objectives

Understand the six step sales process

Apply the six steps to any selling situation

Apply the six steps to TAB

Quantify to show ROI

Assessing Your Skills

Use a 1-5 rating

Start with your strongest skill

How did you rate yourself and why

Six Steps of Sales

• Selling results always improve when you have a strong process

• One Step at a Time• If you skip any of the steps, you can

jeopardize a sale• You must always have a positive

attitude• Your product or service can be

effective with every prospect

Six Steps of Sales

• Focus on one step at a time until it’s comfortable.

• There is a learning curve, so expect to make some mistakes and lose some sales.

• Learn from the mistakes and in the end you will be a star.

• Always be digging deeper with your questions!

Six Steps of Sales

Upfront Agreement

Rapport/Bonding

Clarity on your product or service

Prospect Discovery

Fulfillment

Desired Results

Step One: Upfront Agreement

Present yourself

Where/When/How long is meeting

Who should be at the meeting

What you intend to do

What you would like the prospect to do

What results should the meeting produce

Step Two: Rapport/Bonding

• Common interests Business Where you live or lived Hobbies, sports, beliefs, life style What photos or objects are in the office

• Show a serious interest in the prospectParaphrasing, head nod after comments,

saying “I understand” or “Yes”

• Be yourself

Step Three: Clarity of Your Product and/or Service

• Overt benefits• Why should the prospect believe?

Length of time in business Number of customers served Testimonials Outline of products or/and service Short history of person they will be working with

• Trial close Do you see how this may help you?

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Step Four: Prospect Discovery

• Business history

• Ownership/Partners Who is the decision maker?

• Critical Success Factors What does the prospect want the product or

service to accomplish?

• Prospect budget

• Prospect expectations

• Prospect objections

Quantification

How long has it been a problem? What have you tried to do to fix it? What is it costing you in round

numbers? Is that a little or a lot? Who else besides you cares? What happens if you don’t fix it? What if you could fix it? What

happens then?

Step Five: Fulfillment

Focus on the needs—especially their CSFs

Use stories from other satisfied customers

Quantification of ROIInvestment dollars requiredAddress expectationsAddress objections

Step Six: Desired Results

What is the next step?

Questions?

Quiz

What is the importance of prospect discovery?

What is fulfillment based on? How do you quantify?