What Sales Steps Of Success Are You Following?

By Steve Martinez

There are libraries full of sales related books that offer and describe the successful steps in a sales process.

I located one the other day that suggested the basic three steps of a sale as:

1. Establish Rapport
2. Identify Problem
3. Present Solution
There was another listed which has four steps to the sales process of:
1. Attract the Prospect
2. Interest the Prospect
3. Convince the Prospect
4. Close the Prospect

Certainly, there is a five, sixth, seventh sales step plan to follow. Which one you chose is not nearly as important as how well you actually follow the steps in the sales process.

Memorize, Practice and follow your sales steps.
Regardless of the plan you pick, follow it as a mandate for sales. If you don’t have one, don’t wait any longer, find one, and follow it. I endorse a six step sales process where the first three steps are more like hunting for the prospect and the last three steps equate more to farming and building trust toward the close. I also believe in a magical, extra and very special step after the close that requires your asking for references and referrals. One good idea is to think of your sales steps as a game you are playing. For example, if you like baseball, and have a four-step process, assign each step a base. This way you will know how close you are to home plate. It’s not important that you always hit a home run. It is more important that you don’t run back and fourth from third base to first base and miss second base altogether. You might just find yourself put out by the customer. Got the idea! At minimum, you should memorize your sales steps and remind yourself regularly that you are following a plan. Frankly, without a game plan in sales, you will not be the success you want to be.

Don’t rush the sales process!
Too often we rush the process or don’t do it! It is easy to get excited about a sale when the prospect is attentive and listening. The temptation of jumping ahead when we hear what we think is a buying signal is strong. If the situation is not ripe and we move to quickly we can easily spoil a good opportunity. One of the biggest killers of a sale is responding too quickly and not really understanding what the customer’s real need is. Patience is a wonderful ally to a successful salesperson. You just need to be persistent with the sales process you decide to follow.

Steve Martinez President of Selling Magic 9319 Robinson Lane Corona, CA 92883 (951) 277-0080 www.sellingmagic.com

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For more information contact Steve Martinez, Your Business Development Sales Magician
You can reach him at (951) 277-0080 or by emailing steve@impactivator.com
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