Unlock The Sale: The Salesguru Process

Articles

First meetings are like a first date. If you only talk about yourself, there probably won’t be another one…

One of the biggest mistakes that salespeople can make is to talk too much about their company, their service, their product, themselves. Understand this: nobody cares about your company, who you are and what you do, nearly as much as they care about their needs and if they can be better off with the solution you are offering.

Before presenting any solution to my clients, I have a clear process to understand their buying areas:

  1. I know how to build rapport and trust.
  2. I have a smart introduction to each meeting with a pre-close question and an agenda that creates a buying atmosphere.
  3. I qualify and understand my prospect’s real need/s before presenting any information.
  4. I always get them to share a clear value against their need/s before presenting any information.
  5. I am clear about their sense of urgency before presenting any information.
  6. I understand if they can afford / have budget for what I can offer prior to presenting.
  7. I understand their decision making process before presenting any information.
  8. I have smart questions that uncover their needs and values.
  9. I always pre-close before presenting any information.
  10. I get all the required information before doing a proposal.
  11. I have a great closing question to confirm the sale.

 

What is your sales process? What information do you need to uncover? To do this, what questions will you ask? What do you need to understand before presenting?

If you can’t uncover the problem, your solution is irrelevant. Do you have a clear sales process to unlock the sale?

 

Related news
Sales Management Course: The Value of Accountability

Sales Management Course: The Value of Accountability

To succeed in the dynamic world of sales, where a single promise has the power to make or break a deal, one must not only learn responsibility but also master it. Imagine a sales management course that transforms these timeless ...
Sales Coach: Turning Desire into Achievement

Sales Coach: Turning Desire into Achievement

Desire is only the spark that ignites ambition in sales. But without the fuel of commitment and discipline, that flame quickly flickers out. Imagine having a seasoned guide who transforms your fleeting aspirations into concrete ...
Sales Management Course: Mastering Self-Discipline

Sales Management Course: Mastering Self-Discipline

To succeed in the competitive world of sales, a person must possess self-discipline, which is a quality that distinguishes champions. Beyond mere market acumen, top sales professionals recognise that maintaining unwavering focus, ...
Sales Courses: Cultivating a Positive Mindset

Sales Courses: Cultivating a Positive Mindset

Your mindset can be the difference between mediocrity and extraordinary success in sales. Imagine transforming your approach, smashing sales targets and driving your company’s growth - all by harnessing the power of a positive ...