The Sales Process Based on Emotions

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Presentation transcript:

The Sales Process Based on Emotions PCBN Pacific Coast Business Networking April 8, 2015

The Sales Process 2.-Build Rapport / Gain Favorable Attention 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 Proper Attitude Right Skills Research Prospecting Qualifying

Develop the Proper Attitude Act Positively Use Affirmations Expect to Succeed Visualize Success Seek Positive Friends Keep Your Perspective

Develop Selling Skills Observation Listening Flexibility Focus on Benefits Time Management Communication Creativity

Prospecting Profile target customers Contact potential targets Use gatekeepers Get referrals Layering -free information Conduct research Networking

To Prospect – Develop Relationships & Network Board of Advisors Social Media Leads Groups Chambers of Commerce Trade Groups Assisting Others

The Second Step Build Rapport 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 by Michael T. Bosworth

Identifying Problems SPIN Selling by Neil Rackham 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 Validate needs & interest Summarize the benefits Create a sense of urgency Compare alternatives Acknowledge objections Facilitate financing

Follow Up Service the Account 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

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