THE ANSWERS (1 - 5) ARE HERE!! - Challenge Yourself!!! Evaluate
your Selling Skills
"THE ANSWERS (1 - 5) ARE HERE!!!"
Question 1) List the top five most important steps in the
selling process?
Answer:
1. Rapport.
Help me, the customer, feel comfortable with you. The more
comfortable I feel the more information I provide. The more
information I provide the more you understand my needs and
wants. The more you understand my needs and wants the easier it
will be for you to sell me. Be sincere. Nothing will turn a
customer off quicker that insincerity.
2. Overview.
Help me understand what we're going to do while we're together
today (assume this is our initial visit). I'm looking to
purchase a new roof, you're the rep for the roofing company. The
overview would include the elements or the steps of the sales
process. EXAMPLE: "Teri, while we are together today I'd like
to better understand what's important to you when replacing your
roof - such as the style, the color, as well as the budget you
are looking to stay within. Next, I'll measure the roof and show
you the different options and packages we have available. And,
finally, I'll show you what we need to do while we're together
today to get started."
3. Qualifying.
Using the right approach and asking specific, relevant
questions in a non invasive way. EXAMPLE: "Teri, have you ever
had a roof replaced? At that time what roofing company did you
use? Is there a specific reason you chose not to use that
company this time? How soon are you looking to have the roof
replaced? Aside from yourself is there anyone else that will be
involved in the decision making process? Is there a budget that
you are looking to stay within? How would you be paying for the
new roof? Cash, credit, or financing?, etc."
4. Presentation.
Now that you've helped me feel comfortable, have identified the
steps that will transpire while we're together and qualified me
on areas of importance, its time to provide a presentation that
would include company bio, credibility, service, product line,
etc.
5. Recap. This step helps pull everything together by
assuring you understand my needs and wants. Also, it gives you,
the salesperson, an opportunity to clear away any additional
questions or concerns that I might have, touch in on the
benefits and features of your products, and allows you to show
me why your company would be the best choice.
WHAT HAPPENED TO THE CLOSE? - CLOSING STARTED WITH HELLO! It's
not about the close - it's about the qualifying. If you're
following a well documented sales process and asking great
qualifying questions, the close will become a formality.
Question 2) Of these top five, which is the most
important? Why?
Answer:
Qualifying.
Qualifying is critical because:
if you don't understand my needs or wants; if you don't
understand what motivates me to buy; if you don't know who the
decision makers are; if you don't know if I could afford what
you have; How are you going CLOSE the sale? DON'T FRUSTRATE
YOURSELF! Ask great questions and listen for the answers
(objections, concerns, fears).
Question 3) List the top three steps in the qualifying
process?
Answer:
1. Identifying the decision maker. 2. Identifying that there
is a need or want. 3. Identifying affordability.
Question 4) Of the top three which is most important. Why?
Answer:
Identifying the decision maker.
Without identifying the decision maker/s you'll invest a lot of
time and emotion only to find there are one or more additional
people needed to move forward. Don't get caught in the trap of
believing the person or people you are talking to will do a
better job of selling than you can. If you're not dealing with
all the decision makers you lose. And, if by some miracle you do
close the sale, it will be a very lengthy selling cycle.
Question 5) What is more important - qualifying or
closing? Why?
Answer:
If you don't know the answer to this one, WE NEED TO TALK!