The Sales Process….
Have answers for your prospects to these three questions before being asked and you have made your sale, assuming of course that you are talking to someone that even needs your product or service….
1. Why should I look at your product or service right now?
2. Why should I look at your product Vs some other competitor’s product?
3. Why should I invest in your product today Vs some other area of my business?
And then answer these three even more important questions of yourself before closing your Sale….
1. What does my buyer truly need in relation to what I am selling him?
2. Can I support my product or sustain my service at the price that my prospect is able to pay me?
3. Does my buyer see the value of what he is getting?
Sales is about evenly matching both these sets of answers.
And it is not always possible that all of these aspects line up perfectly or stay matched perpetually….
Your sales process therefore must flow into your ongoing account management process… into your ongoing client engagement process.
If you view sales as a transactional process, you are probably bound to fail sooner or later…. Realize instead, that it is a constant alignment process… And you will have built yourself one successful business!!!
