The Sales Process
Based on Emotions
PCBN
Pacific Coast Business Networking
April 8, 2015
The Sales Process
• 1.-Preparation- Attitude, Skills, Research, Prospecting
• 2.-Build Rapport / Gain Favorable Attention
• 3.-Ask Questions - Identify Pain / Discomfort
• 4.-Confirm what the problem is & why it must be solved
5.-Generate Desire
- Ask what will happen if nothing is done?
- How will that make them feel?
• 6.-Offer a Solution & ask for a commitment to try it.
• 7.- Follow-up
- Service the Account
The First Step
Preparation
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Proper Attitude
Right Skills
Research
Prospecting
Qualifying
Develop the Proper Attitude
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Act Positively
Use Affirmations
Expect to Succeed
Visualize Success
Seek Positive Friends
Keep Your Perspective
Develop Selling Skills
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Observation
Listening
Flexibility
Focus on Benefits
Time Management
Communication
Creativity
Prospecting
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Profile target customers
Contact potential targets
Use gatekeepers
Get referrals
Layering -free information
Conduct research
Networking
To Prospect –
Develop Relationships & Network
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Board of Advisors
Social Media
Leads Groups
Chambers of Commerce
Trade Groups
Assisting Others
The Second Step
Build Rapport
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Gain Favorable Attention
Bonding with your prospect
Seek areas of mutual interest
Projecting the right image
Developing rapport-smile
Build trust
Evidence awareness
Be patient
The Third Step
Identify Interests / Needs / Pain
• Ask Questions
– Open ended
– Listen *80% of time
• Identify their problems,
pain, discomfort
• Avoid scripts- be flexible
• Surface objections &
concerns
Asking Questions
Solution Selling Michael T. Bosworth
by
Identifying Problems
SPIN Selling by Neil Rackham
• SPIN Selling
– Situation
– Problem Identification
– Implications
– Need/ Payback
Search for Problems that your Service /
Product can Resolve
The Fourth Step
Confirm what the problem is &
why it must be solved
• Connect the problem to
Health
Safety
Comfortable Home
Financial implications
Business Success
Emotional satisfaction
The Fifth Step
Generate Desire
• How serious is it?
• What will happen if nothing is done”
How will that make you feel?
The Sixth Step
Offer a Solution & Ask for a Commitment to try it
Use Visualization
If you could have (Present a practical solution ),
how would that make you feel?
Ask for a commitment to try it
• Obviously you have a problem, are you
willing to try the solution?
Trial Close
Ask for the order
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Validate needs & interest
Summarize the benefits
Create a sense of urgency
Compare alternatives
Acknowledge objections
Facilitate financing
The Seventh Step
Follow Up
Service the Account
• Excellent service bolsters loyalty
• Follow up to check satisfaction
– Product
– Installation
– Training
– Maintenance
– Billing
• Satisfied customers = Repeat customers