Sales process exists for improved results
There are certain practices when developing the sale for business or career that are essential in order to build trust, likeability and ultimately, the end goal you have in mind. When you implement pieces of the overall strategy, out of order, you upset the cart and thereby diminish the trust and any chance for securing the sale.
Upon reviewing a questionnaire meant to become familiar with personal history, I was appalled by the sales-ey questions asked as well as the prematurity of the ask. What rings loud and clear in this instance is that the sale is more important to the provider than the prospective client on the other end.
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Steps for the Process and Making the Sale:
1. Become well acquainted on the first meeting
By asking, “What caught your interest to meet with me today?” you get to the heart of the matter which opens up a meaningful dialogue. Allowing the prospective client or hiring manager to talk first, you capture ideas of which questions will be most appropriate.
NOTE: Everyone has a unique DNA, so even if everyone appears to have the same problem, the approach needs to be customized for them. This step begins to build the trust.
2. Discuss all the associated problems
Without offering your services just yet, and by drilling down on all of the problems first, you build a case for more of the services you have to offer. Without offering your opinion, simply ask “Have you thought about…?” Get the reaction verbally and visually to have a fruitful discussion.
3. Ask a few more questions
In your continued dialogue find the person’s preferences for solutions by sharing the possibilities of what you have to offer for rectifying their problems.
4. Time and Money
The motivating factors are whether you can save enough time and money for the other person / company, by providing your services. When the answer is “yes”, the other party will be far more inclined to either purchase from you or hire you.
5. Open the Door!
Rather than “close”, ask when would you like to get started, or which day would you like me to start? This puts the ball in the other person’s court, and an answer will be forthcoming. Sit tight with lip buttoned until you hear the answer. Most often it will be the right one!
Following the orderly process as well as building the rerlationship and trust will lead you to the Smooth Sale
Read Addtional Strategies and Techniques:
Nice Girls DO Get the Sale: Relationship Building That Gets Results, Sourcebooks
HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, Career Press
