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They are:
1. Motivate the buyer to give information (the buyer can
also be the customer)
2. Ask questions to identify the buyers needs.
3. Tailor the presentation/sales pitch to meet the buyers
needs.
4. Close and gain commitment from the buyer.
5. Handle objections.
I was told a long time ago by a former CEO of mine that the following always worked.
Good
salesperson + bad organiser = bad sales results.
Bad
salesperson + good organiser = good sales results. Why you may ask? Well it's simple really because the key to every good salesperson is planning,planning,planning. The more you organise means the more clients you will see.
Well that is fine you are probably saying but how does that help you to
keep winning the business?
Think of it like this. You are fully conversant with the 5
areas of business theory noted above and you will use these
5 areas as a "template" for every single sales call you
do.However what you will also do is now devote more time to the planning aspect of your working day.
Who will I see?
When will I see them?
Why should I see them?
Where will I meet them?
How often will we meet?
This method is very simple and I guarantee that after a few
appointments/sales calls, the 5 areas of theory template
will become second nature, which means that you will have
mnore time to plan your diary effectively.
Remember, more
planning = more sales calls = more money. Try it and see
what difference it makes to your business, after all, it
worked for me!
--About the Author
Anthony Harrison is a salesman. He is currently the Head of Sales for the UK division of a US investment bank. He also lectures on sales development and management theory. Visit http://www.managing2success.com for further details.
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