Today’s guest is Meir Ezra and he shares with us why you too need to have an effective sales process in place and how to actually do that. Meir runs different businesses around the globe. Back in Israel, he has taught companies how to become successful. Then he started in North America five years ago, teaching people how to really make it.
Here are the highlights of my conversation with Meir:
Why many sellers don’t have a process:
How to get started in creating a process for your business:
What you should be looking for is the end result of each step and not the step. Understand what you really need to achieve in each step, then figure you what you need to do.
Meir’s 6-step sales process:
End result: The person trusts you and is willing to talk to you.
One indicator that a person trusts you is when the person will initiate a subject without you probing.
The client may have had problems with salespeople before or with your company or a similar company or product. Find out what the person thinks about salespeople and the subject you’re handling.
Find out the person’s “ruin,” and once you’ve found the problem, make it bigger.
Create the mystery. You don’t really tell a customer the in’s and out’s of your product in order to create mystery. And that mystery is your glue between you and the product.
Present the agreement, sign, and pay.
After the purchase, in 80% of the cases, there will be questions, resistance, disagreements, etc. So be ready to handle that resistance.
*The reason people don’t close is they skip one of the steps either by not completing them or by not doing them at all.
Measuring Each Step
You have to be able to measure each step.
5 Steps in Handling Objections:
Meir’s Major Takeaway:
Do the sales sequence. Look at the end result of each of those steps. The salesperson that doesn’t close at least 90% of the qualified prospects is not a salesperson.
Connect with Meir through email at email@example.com.
The Science of Selling by David Hoffeld
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