When selling your products or services, you may have come across prospects who tell you what you want to hear, ask for information with no intention to take action, use your knowledge and not use your services and finally never answer your calls or return your emails.
We thoroughly explored these scenarios and have created a strategic sales process to overcome all above mentioned and unpleasant outcomes, in a professional and ethical way. We call this process the "Conversion Booster".
Ethics & Clarity VS. Tactics & Pressure
STAGE 1 - Develop a rapport with prospects.
Have a sincere desire to help them solve problems, face challenges, or achieve goals.
Control the selling process by establishing up-front agreements with your prospects about the progression of the selling process, and who will be responsible for what.
STAGE 2 - Always be qualifying.
Concentrate first on the degree of fit between what you have to offer and the prospect’s problem, challenge, or goal.
Determine if the prospect is willing and able to commit the necessary resources to acquire and use the product or service you will eventually propose.
Before you begin working on solutions and presentations, determine exactly how your offer will be judged—and by whom.
STAGE 3 - Decision.
The objective of “closing” is to obtain a “yes” or “no” buying decision (or a decision to move to the next step in a multi-step decision process).
Closing activities only take place with prospects who have “survived” the qualifying stage and have agreed to make a decision at the conclusion of a presentation.
Presentations should focus only on the pains uncovered earlier in the process—nothing more; nothing less.
Post-Sell activities will “lock up” the sale and facilitate the transition of the relationship from buyer-seller to partners working toward a common goal of delivery.
We Provide facilitator-led training with onsite reinforcement visits as the primary delivery vehicle for sales teams or individual salespeople from small to mid-sized companies.