Selling is like dating- following a proven process will ensure a successful marriage!

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Selling is like dating- following a proven process will ensure a successful marriage!

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curiousliz

posts: 31

Jan 29, 2007 5:13 PM ET Quote Report Abuse

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In today`s marketplace, prospects are often overwhelmed by a barrage of marketing messages from a variety of companies, small and large. I’ve experienced great success in following a process that cuts through the clutter and turns morsels of client info. into meaningful, long-term relationships.

If your product or service warrants a consultative approach to selling, read on. There are six steps to the sales approach which I want to share with you over the next few weeks. The first step- same as in dating- is developing a relationship with the prospect. Before I jump in...

I am curious to know who follows a sales process and what is it?

stonesledge

posts: 1093

Jan 29, 2007 7:49 PM ET Quote Report Abuse

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I always like to be referred by someone, have permission to meet up with a prospect. This helps with creditbility. I then sell the appointment. I then meet with a prospective client and get them to tell me why they need my service in steps, write down the why`s to use me and then explain the benefits of our service. Then i close with getting yes`s to what they already told me why they want our service...actually reading off the list i jotted down as they gave me the reasons....i get nods, then i tell them "lets get started" give them a work order/contract with there name already filled out and x`s where they need to sign. Then I ask, how would they like to pay for it. If we get opposition to our 50% deposit, i work out a less deposit, then another 30% after we build a prototype and then remainder at goods delievered. If there is till hesitation i ask for enough to cover our design and break the rest up in 3-6 month payments....if more opposition then i take a moment, get my calculater and say " We want you to have xyz, i`ll tell you what, we will take xxx down and bill you over the next 12 months so that you can have xyz without delay.

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Our Goal Is Your Success!
Founder Girls with Goals

keycon

posts: 651

Jan 29, 2007 10:51 PM ET Quote Report Abuse

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The first step- same as in dating- is developing a relationship with the prospect.

Liz - Couldn`t agree more. A process is very necessary to have even a snowball`s chance in hades of success. However, I have a question for you .... before I jump in.

Are you starting this conversation assuming this is a brand new customer/prospect or an existing customer that maybe you are wanting to upsale a new or existing consultive service to? IMHO, these would be different approaches. Just curious.

Selling is all about the relationship. Right on!

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Richard Arnold · Key Concept Writers · Business Communication: The "Key" To Success· Law of Attraction Blog · Life Ain`t Brain Surgery Blog

curiousliz

posts: 31

Jan 30, 2007 9:36 AM ET Quote Report Abuse

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Thanks for clarifying, Keycon! I completely agree- two completely different approaches should be used. The process I`ve kicked off assumes that there is absolutely no relationship yet established.

To revert back to my dating analogy, it`s the difference between walking up to a complete stranger in a bar and asking him/her out, vs. running into an acquaintance and then asking him/her out!

curiousliz

posts: 31

Jan 30, 2007 9:52 AM ET Quote Report Abuse

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Applause for Stonesledge!

Credibility, referrals, getting yes’s- ding, ding, ding! What a recipe for success! LOVE THAT! You`ve actually hit every step in the process I use except the last, which I call marriage, that occurs post sale. More on that later…

You clearly have a strong sales process in place- thanks for sharing! Your preference is to begin with a relationship and establish credibility- SO important. Kudos for using your active listening skills such that the prospect actually tells YOU what the relevant why-buy’s are. A lot of sales people I know blab, blab, blab about their product without listening closely to the prospect and asking the right questions. The answers to those questions, as you’ve indicated, are inputs to the value proposition delivery and critical to getting to YES! I think it’s fantastic that you have the foresight to anticipate and manage objections. Way to turn an objection into an opportunity!!!

I’m curious, did you create this process yourself or are you following a formal sales methodology?

stonesledge

posts: 1093

Jan 30, 2007 11:29 AM ET Quote Report Abuse

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It is just what i learned each time I tried to build a solid relationship and how to get them to buy instead of me selling them. No one likes to be told what they need and want, let them tell you. And you are right the marraige is the continued relationship. Keeping a client is just as important as getting one, actually more so. I have built some great and powerful relationships with my clients and it has helped to build upon my business and thiers as well. Great Service, creating a trusting relationship , a learning relationship and a growing business together. Word of mouth is the best form of advertising and having a great marraige with a client means having a supporter and also an added sales team on your side. I always go the extra mile for the folks i work with and they in turn do for me. It is a givers take, a givers gain way of doing business. You both look out for eachother, do what is right and needed for them and sometimes like marraige it is an 80/20 split for a while. and then a 50/50 and then it can be an 80/20 in your favor. That is what I call community building between business`s. I also network with business in my community and outside of the community, but these special business marraiges are ket to my business Success. Want for them , what you would want for you and they usually do the same.

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Our Goal Is Your Success!
Founder Girls with Goals

stonesledge

posts: 1093

Jan 30, 2007 11:30 AM ET Quote Report Abuse

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Great topic by the way!!!!

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Our Goal Is Your Success!
Founder Girls with Goals

keycon

posts: 651

Jan 30, 2007 12:22 PM ET Quote Report Abuse

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Liz,

There are a couple of processes I use and teach to my clients.

One:

The BIFFS process is built around a series of questions that uncover prospective clients` needs and the ability of your product or service to meet them. Much of the information in this process is based on research by Neil Rackham, the author of SPIN Selling and Major Account Sales Strategy. Question areas are:

Background
Issue and implication
Future implication
Felt-need payoff, and
Solution-centered

Two:

The following is a variation, taught by John Asher:

Approach, warm-up and build rapport.
Building credibility.
Uncover prospect needs.
Learn to spot the "buyer shift."
Close the sale.

Of course, the above is just bulleted points and there is much more in the details. Will expand upon if you so desire.

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Richard Arnold · Key Concept Writers · Business Communication: The "Key" To Success· Law of Attraction Blog · Life Ain`t Brain Surgery Blog

curiousliz

posts: 31

Jan 30, 2007 3:01 PM ET Quote Report Abuse

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Fantastic! Whereas many sales people would spend hundreds or even thousands of dollars learning a proven sales process, you`ve actually used your own intuition and experience to create one that works for you! Talk about entrepreneurial spirit!

I can appreciate your 80/20 and 50/50 split analogy. I cannot count the number of times an inevitable technological glitch has resulted in a sub-optimal experience for a few of my former clients. Fortunately, I’ve always been able to leverage a strong relationship so that none of them ever decided to file for divorce!

I truly believe that each customer relationship is like a bank account. It’s critical to accrue as many credits as possible so that the inevitable debit doesn’t relegate your customer relationship account balance to zero. (True for marriage, too!)

curiousliz

posts: 31

Jan 30, 2007 3:23 PM ET Quote Report Abuse

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Keycon- Thanks so much for sharing! I’m actually unfamiliar with both processes, but will definitely check them out!

The first, by Neil Rackham, really captures what I consider steps 3 and 4, or ‘Product’ and ‘Incentive.’ My goal in the ‘product’ phase is to ask the right questions to grasp current state vs. ideal state. I want to uncover why the prospect absolutely must by my product. In the ‘incentive’ phase, it’s all about the felt-need or payoff, in which my sole goal is to understand what the ultimate payout is for the individual prospect.

Tell me more about the “buyer shift.” Is the objective to shift the buyer from consideration to commitment?

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