SALES PROCESS SALES FLOW OVERVIEW Preparation: Be prepared beforehand with as much info around the client/company your seeing. Ect; if you already have a bill – do analysis beforehand to arm yourself with knowledge before the appointment. Research the company profile. Ect; what products/services do they offer? How long have they been trading for? Have they moved premises recently? Intro: What is the best way to introduce yourself?...With a smile on your face projecting success, confidence and positivity without being over arrogant. We’ve heard it before but first impressions last. The person you are speaking to will form their own judgment about you based on the initial interaction they have with you. This is usually the first 20-30 seconds so make these crucial seconds count. Rapport: Use the information that you have found out in your prep to create a subject topic. Your client will be more than happy to speak about themselves and they will respect and trust you if they see you already have a bit of knowledge about their business. Don’t just mention the weather. This is so cliché and the customer will just see straight through this. Instead try and find a common ground. Agenda: This is where we will capitalize on our initial impression and further explain; 1. who we are, 2. Who our company is, 3. What you will being today for the customer , 4. What the benefits are from you being there today are with your promise and guarantee and 5. What outcome you will be trying you’re hardest to achieve. Discovery: th First step is to recap on the 5 step of your agenda by stressing your commitment into making sure your client understands that you will be asking some questions to not only better understand what their needs are, but also to better achieve the outcome and results that you will both be ‘working together’ to achieve. Solution: People buy on emotion so try to present your solution by recapping on your customers ‘pain points’. What they are currently experiencing VS what service they can expect to receive now with us. Try to bring as much urgency into your conversation as possible by making your client feel the need. 2 Sales Training - Sales Process | Copyright © Bryan M. Seiler