Really? Are you in Sales?

Many years ago, the sales career was much easier, today, times have changed. Sales professionals must continually update and refresh themselves with the latest technology and sales techniques.

In the 1990s, I learned the 7 steps of sales from Mr. Tom Hopkins:

• Prospecting
• original contact
• Qualification
• Presentation
• address concerns
• Closing the Sales
• get referrals

Today’s customers are better informed and better connected. They are spoiled for choice, sales organizations and sales professionals need to be better equipped and go the extra mile to get the sales.

We need to work much harder with more intermediate processes:

1. Brand

In today’s world, it’s all about the brand. Potential customers form beliefs about a product or service based on their perceived perception. Depending on the trend and lifestyle, prospects want to be associated with a brand even before they own it. Companies invest a lot of money in company logo, taglines and slogans to continuously develop their brands. Individual sales professionals must put a lot of effort into building their own unique brand to distinguish themselves from the rest of the pack.

two. Marketing

Your ongoing marketing efforts in online social media and offline print media will help your suspects, prospects, and customers see, hear, feel, and remember you on a regular basis. Put a lot of effort into the details of your marketing exercise, such as marketing materials. Any little mistake can send your marketing efforts and marketing dollars down the drain.

3. networks

Social media is a must, be it online or offline. Networking expands your reach and circle of influence. For individuals, there are many voluntary organizations that one can join to meet others. From strangers to acquaintances, suspects to potential clients, you never know when someone might one day become your client. One can also network with others in the same industry, once a great relationship and trust is built, they can even cross-sell each other’s products and refer clients to each other.

Four. Data collection

You need to know yourself, know your customers, and know your competitors. Today, you can search for almost any information you need. Google gives you the flexibility to search for information by pulling it from the World Wide Web, while Google Alert will send you information automatically every day. You can also collect information directly by spending time with your prospects. You need to know your own sales strengths and weaknesses, you need to know your customers to discover their needs, and you need to know your competitors to know where you stand and your chances of success.

5. Prospecting

They are all suspected of becoming leads and ultimately becoming customers; Using the data you collect, do a detailed analysis of all your suspects. Once they meet the criteria you have set, they are now your potential customers. Prospecting prevents you from wasting time unnecessarily trying to sell to people you know will never become one of your customers.

6. Qualification

After prospecting, we need to find out the real needs of the prospects. Whether they can really afford the investments, whether they need the products and services, and whether the time is right for them to make an informed decision. Qualification is really a great opportunity for us to connect with potential customers. Make the calls!

7. construction report

People must like you before they are willing to listen to you. The ability to build rapport with just about anyone, quickly, is a must for all sales professionals. When they trust you enough, they’ll listen to what you have to offer and you’ll be more likely to buy your products or services.

8. Necessities analysis

The needs, wants and desires of customers change, the analysis of their needs is an ongoing process. Every 4-6 months we need to connect with our prospects and customers to stay up to date on what their latest needs are. In a 12-month period, some companies might have gone through major changes like mergers and acquisitions, expansion, downsizing, IPO, etc. for individuals, they may have changed jobs, changed their place of residence, moved to another city or country, had a new baby, and some may even have changed partners.

9. Preparation

Based on an accurate needs analysis, the sales professional can now prepare a personalized proposal for customers. “Proper preparation prevents poor performance.” A well-crafted proposal is halfway to successfully closing sales. Prepare for the presentation, rehearse it and go to “Showtime”.

10 Presentation

“Sale is Transfer of Confidence and Transformation of Emotions”. During the presentation, your confidence comes from how well prepared you have been. Your prospects can feel your confidence level and a good presentation is the opportunity to transform the customer’s emotion, build it to the point where they say “Yes”.

eleven Closing of the trial

At each presentation, plan recurring questions throughout the journey to solicit affirmative answers. From time to time, go to the closing of the test. If the client isn’t ready to move on, keep presenting and do a test close a few minutes later. If the customer said “Yes” to complete the deal, simply stop presenting and end the sale. Don’t talk past the point of sale. Once the point is passed, it will be much more difficult to close the deal.

12 negotiating

There will be some customers who really want your products and services, but just want to negotiate some discounts or get some add-ons. Negotiating the deal is fun, this is when we know where our bottom line is, where the end of the line is, and create a win-win situation for the deal.

13 Management of objetions

An objection is not a rejection. Your prospects’ objections just tell you that you haven’t given them strong enough reasons to say “Yes.” At this point in the sales process, they are considering your products or services, but are not yet fully convinced. When genuine concerns and objections are thrown at you, accept them and welcome them with open arms. Once these concerns are addressed, you can now make the final push and complete the sale.

14 Transaction and Delivery

Now that the deal is closed, signed and sealed, do you deliver on what you promised? When someone pays you money to obtain your products or services, there is a value transaction. Your customers value the benefits of products or services more than money. Always try to under-promise and over-deliver. If you promised to deliver the products in 10 days, try to get them to them in 7 days. Go the extra mile, give extra gifts, and in the long run, you’ll earn multiplied returns on your small investments.

fifteen. maintenance

Customer satisfaction is an escalator moving forward and up. The good of yesterday will be the good of today and the average of tomorrow. Customer demands are always growing, their appetites are always expanding, and their expectations are always rising. Companies and professionals must continue to improve their level of customer service, as this is a never-ending journey. Everyone loves that special touch.

sixteen. raising the sale

It cost you 6-9 times more marketing dollars and efforts to get a new customer compared to having repeat sales from your existing customers. Provide bundled packages or add services so you can increase the frequency of your customers buying from you repeatedly and increase the dollar value per purchase.

17 get referrals

Many things have changed, but the best marketing strategy is still word of mouth marketing. There is nothing better than the path of least resistance when a satisfied customer tells their friends that they have to come to you for the best products or services. Get referrals every time, every time!

Seriously, if you have what it takes to handle the 17 elements of Sales and Selling, you’re a true blue sales professional.