Sometimes as sales professionals, we kind of just go off the cuff when we’re selling. We don’t know what the next steps are. We don’t actually know what we’re doing. And that’s usually because of the lack of effective planning and having a process in place.
In sales, we just want to get from point A to point B even if we ignore the process and miss important things along the way that seal the deal. Well, it’s important that you have a plan and that’s what I’m going to teach you today – a simple checklist that you can easily implement.
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Find the ideal customer. Make a list of your Dream 100. Make a good, solid connection on social media whether it be on Twitter or LinkedIn. Find something about them or their business.
Have a reason for the appointment.
Set the rules properly before you play the game. Have an agenda or plan to find out what they want to accomplish and what you want to accomplish in this meeting. Make sure you have a clear next step commitment between you and the prospect.
Is there a challenge that the prospect has? Can you help them recognize the problem? The goal is to help them make the decision themselves. Listen and ask questions to recognize their problems. Offer great education and make sure that by the end of the session, the prospect knows their problem, they’re willing to do something about it, and you’re able to better position yourself as someone who can solve their problem.
Make sure they have the dough. Don’t be afraid to talk about money. If they really recognize the problem and that something has to be done, they will make a way to find money.
Be the individual who can help them solve their problem. As an expert, it’s your job to offer the solution to them and help guide them in making that decision because they trust you now.
Find out who is involved in this process or maybe different individuals involved in the decision-making process. Find out who makes the decision and when in the budget cycle are they going to make this decision. Find out their internal process for making a purchase.
Provide exactly what you can do. Show them what you can do.
Once you’re done presenting and you’ve established your value, it’s time for you to ask for the business.
This checklist is something you can follow. But I highly recommend that you establish your own and customize it. Make it according to your own business. Just be sure you have something that you can use and follow that will serve as your process map or guide to help you help them make that decision.
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Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.