Working on a daily plan

A famous football coach once said that there are two pains in life.  The pain of discipline and the  pain of failure.  If you endure the pain of discipline you can avoid the pain of failure.  Always practice how you sell keeps you from always failing.

How do you keep practicing your skill?  You use repetition and remember your successful encounters with a prospect so you can cookie cutter the results with another similar prospect.  Why would you try a different approach when you have a blueprint that is working.

All successful sales include the process that a prospect mentally goes through.  Attention, interest, conviction, desire, and action.

Attention= getting the prospect listening and liking your company.  They physically show buying signals or make statements of unity with you like finding things you have in common or mutual peers that they know.

Interest= You make statements that peak their curiosity about how your product can benefit them.  Asking open ended questions is a good start.  Don’t ask the obvious like do you want to make more profit. instead ask what would you do with extra profit.  Ask questions that are related to benefits that your product serves.

Conviction= Demonstrating the features advantages and benefits your product does and getting commitment that the benefit outweighs their concern or apprehension about the price.

Desire= If you have demonstrated your product can do what you have claimed the prospect will want to buy it.  Make the purchase an easy one by selling on a small payment amount over time or a price vs benefit and your job is almost done.

Action= The decision step of the sale.  Many times if you have done a great presentation of the real benefits of you product it is a no brainer.  If the action is not to buy you have to find out the real reason by smoking out the objections.

Never lose your cool or get off the selling train or ask why.  instead do the following:

Mr. or Ms. prospect I am sure that you have a reason for hesitation to buy right now.  What is it?

( It could be anything and you must listen very carefully)  It is either a condition or a question of concern.  Sometimes is is just procrastination.  Flip that objection by saying this.

If ____________ wasn’t a concern of yours would you be ready to go forward?

If yes is the answer then say this.  I understand your concern but that brings up a question in my mind.  Would you benefit from this product despite your concern about _________.

If the answer is yes then say, Mr. Ms. prospect that is the very reason we need to look closer at this solution.   Then you go back up to the conviction part of the sale and restart the process.

If the answer is no then the prospect is lying about his or her reason and you need to find out the real reason. Repeat and mirror what the prospect said to find out the real reason. Say the following.

Mr. Ms. prospect Help me understand.  Is it the benefits?  Is it the operation? Is it the training curve or is it the price?  Usually the real reason will be found and you can determine if it is a condition of the sale or just another hoop you have to jump through.

If you study hard enough and practice these processes you will understand where in the selling process you are at all times.  Now you know how I feel and you need to practice, practice, and practice.

Sell by littles.

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