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Unformatted text preview: Wednesday, September 03, 2008 11:10 AM 8 steps to the sales process 1. Prospecting : developing a pipeline a. Your leads - if you don't have them you have no one to sell too i. Leads for recruiting - Job sites, career fairs, newspapers, resumes, referrals , networking, leads groups (group of non competing industries that meet on a weekly basis and provide leads to each other) ii. Leads for a chamber - new businesses, referrals, dropped members, networking, b. Who buys it, who wants it, who doesn't want it (what you product or services are) - must know why someone would buy it c. Pipeline - list of the most potential leads that you have (should be almost triple the size you need) i. A list - definitely closing (done deal). Not a closed deal until they PAY ii. B list - you've met with them, they've expressed interest, very close iii. C list - good leads, may have called but have not met with yet 2. Pre - approach : planning the sale 3. Approach 4. Need assessment 5. Presentation 6. Meeting objections 7. Closing the deal : gaining commitment 8. Follow-up Friday, September 05, 2008 11:04 AM Customer research - if it is a current customer you should know all about them o Know something about their business or them personally Adaptive selling - adapting your approach to what you find out about the company o If you listen they will tell you how to close them every time Sale cycle - when are you expected to close it (you must adapt accordingly) could be 1 month, 2 weeks, 9 months o Short sale cycle - have them sign the paper work, close the deal (ultimate goal) o Long sale cycle - build a relationship with them, get in front of them, set up the next time to talk (every meeting must have a goal!) ALWAYS BE CLOSING Don't ever say: "I have left you multiple calls and you have yet to call me back First meeting o Get there early o Dress appropriately o Be prepared - have a pen that works, any sales information, know how to work your laptop, fast set up, etc... Monday, September 08, 2008 11:06 AM Small Talk - need a transition into what you are selling (you control the meeting!) o Pick out things in the room - architect of the building o Be sincere!! o Common grounds Need Assessment - If you listen they will tell you how to close them!! o How we determine, how we assess the needs of our clients o Ask questions - people like to talk about themselves Situational - give you factual information about the buyers current situation (how they can use your product or service). If you've done your HW you shouldn't need to ask these questions...
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- Fall '08