Summary: Want to insure the presentation you give, get's the results you expect? Follow a sales process that insures you cover your bases and helps you meet your objectives. In this podcast, we cover the section, most people talk about when they ask about the sales process. What happens when you are with the prospect? How you execute this section of the sales process is extremely important, but if you haven't put in the work in the two previous sections, it will effect your results. So, before you get in front of the prospect, make sure you’re ready. The Sales Process Helps You Prepare For Buyer Resistance Lot’s of people just go on sales calls unprepared with a let's see what happens attitude. Your presentation sales process is the frame work to help you meet your sales call objective. You need to know what you're going to do, why, and when to do it. You have a big job. You need to gain the prospects trust, build your credibility, and show them why you are the one to help them. Buyers are going to resist you. It's their job to be skeptical and your job to turn that around. When you walk in the door, you know what they are ready to say: I need to think about it. We need to get some additional quotes. We don’t need it right now. We can’t make a decision. I need to talk it over with. We can’t afford it. They will be thinking, Do I trust this salesperson? Your Sales Process Paves The Way The sales process helps you prepare and divert objections. It also positions you as a valuable resource when done right. We’re going to use an 8 stage sales process. Are all sales processes 8 stages? No. Your presentation process can have any number of stages you want. It can be 4 stages or 20. The purpose of designating stages is to make sure you cover the bases. Here are the 8 steps we'll use in this podcast: Arrival Warm Up Analyze needs Develop the solution Presentation/Demonstration The Pre-Close and Proposal Delivery Close The Sale The post close Today we will look at the first 4 stages and cover the final 4 in the next podcast. As you listen to this, think about the why of each stage on the sales process. There are a lot ideas circulating around about how many stages a presentation should have, but don’t get cought up in the number of stages. Get caught up in why that stage is their, it’s purpose, and why you need to make sure you complete it before you move on. Enjoy the podcast. If you get the chance, check it out. You can also fine the Sales Management Workshop podcast in the Apple iTunes Store, and it's free. For more information on Michael Carter's Sales Training Programs follow this link.
