Taking the stairs instead of the elevator is proven to bring benefits galore, whichever perspective it is seen from. It might sound bizarre to talk about stairs when speaking of the sales process, but the metaphor depicts it quite well. So we might as well take six of those stairs and explain them one step at a time:
Research. Research is the key to a good start, especially in when dealing with sales. Years ago when people held business meetings they didn’t have the luxury of learning about their prospects from their office or home comfort beforehand, the internet makes it way easier for us today. Chances are that a considerable amount of information you need is already online. Be it about the company or the person you have a meeting with, it is crucial for a salesperson to conduct a proper research and get all the information available before the sales meeting.
2. STRONG BEGINNING
As ironic as it is, the beginning of a successful sales process depends more on you than on the party you are dealing with. Nobody enjoys an uncomfortable situation, especially when making important decisions or speaking of financial resources. That being said, stimulating a comfortable situation is up to YOU. One approach to reach that is remembering that it is not about sales just yet; it is a simple discussion between people, recognizing the common interests, finding out about responsibilities of the people within the company, and openly discussing the main concept of the meeting. There is nothing better than being a good listener, except having someone listen to you too - here is the chance to build up to it.
3. BUILDING TRUST
Another thing worth building is trust. People don’t open up without trusting the person they are talking to, and that counts for all situations, sales related or not. One way to do it is making it personal, talking about personal subjects makes people vulnerable. Classified information has always been a weakness for humans, we are triggered by things we are not allowed to know or do, so do tell facts about yourself, or stories which are neither available nor obvious to them.
Understanding the needs of the company which you are dealing with is the key point of setting a base of your sales process. Listening carefully about the developments and issues they have been through will lead to getting more information about what they need next and what approach would help to find the solution. Speaking about the approach, the way we deliver the advantages of our product will define whether the potential costumers will find it beneficial. For instance, at Seidat we have long ago dropped the idea of selling a “new presentation tool” because that is not what Seidat really is. Nobody has time, nor they are willing, to learn a new software (let’s face it, it is horrible to study new things). People need solutions to specific problems they have, and in this case, we have managed to find solutions to the problems our customers have. They have a problem, we have a solution. They are happy, so are we.
5. SOLUTION DEMO
If you reach this point, you have successfully managed to tell your customer that you are able to solve their problem. The question is how?! Truth be told, this is all about being realistic and honest, aaand about rocking that sales presentation you’ve worked on so hard. A lot of salespeople start talking about their companies right from the beginning, without realizing that situation varies based on customers needs. So the point when you should start telling about your product, and the problem it solves, is right at this stage.
It feels good taking the stairs, huh? It’s kinda tiring but totally worth it in the long run. This is the part you make an offer. If you have reached this far it means you have successfully sold your solution and probably the customer will come back again, perhaps with a few friends onboard.
7. CLOSING THE DEAL
Since the relationship with your customer has reached this far, you probably know a lot about them and their needs, more then they are aware of about themselves. Closing a deal is a sensitive stage and the knowledge you have about them and their business is going to help you a lot. In many cases closing a deal is brought up as a devious matter, but it doesn’t have to be. On one hand, the business between you and your customers should be a win-win case, so be patient and negotiate until you reach an agreement. On the other hand, don’t give up, be persistent, and make the right moment yours.
Many of these points are easier said than done, but if you do not try you will never know. One or two things you could take from here: never hesitate to take the stairs and sign up for Seidat. Both will help.
Motivational source: here