Building Blocks of Sales
I always think of a potential sale as an entity with moving and functioning parts involved. Think of a sale as a building and each aspect of the sales process is a key brick in the building involved in keeping the building working properly and staying upright. I would like to discuss in this article the different building blocks of the Sales process that are key to creating a successful sale and business in general.
Always work backwards when building your sale. Start with what you want to accomplish in the end of the business with the clients, and figure out the best steps from the sale to get there. This has been proven as the best way to form a plan for a sale. It’s like telling a story or writing a book. The author isn’t usually making it up as he or she goes. They have an ending in mind, and they build the plot according to where they want the direction of the story to go. Sales is no different. You come up with your goals from the sale and you find out the best way to get there with the tools that you have at your disposal. This process is very complex and involves many variables in throughout the interaction with your client.
If your client would like a website for their hair salon, picture closing the deal and the process leading up to that close. Different aspects that your client is trying to incorporate into their business are variables that may effect the route you take while building your sale throughout the process. If the hair salon is high end you may want to incorporate some custom design work because they care about quality and may have the finances to back the work. Depending on the clientele of the hair salon will effect how you market to them and how they market to their clients. Take variables like these into consideration before you even have the initial call with the prospective client. That way you are prepared and may say some things that trigger interest to the client. Picturing the sale and working backwards is the best way of planning for the sale and gives you the best odds of closing the deal.
Asking questions is an art in sales, and asking the right questions is key. It not only shows the client that you are interested and engaged in what they are trying to accomplish, but it gives you important information about the business in order for you to make the necessary next steps towards getting a sale.
Start off with broad open-ended questions and then narrow the specificity of your questions to subject matter that is relevant to the answers given. (Alessandra, 2016) This is a great way to guide the conversation in a direction that is beneficial to you as a salesman in the deal and ideally the client as well.
Be sure not to lose the focus of your client while crafting strategic questions to ask. They will need to get more detailed as the process goes on, but in the beginning keep them simple to Yes or No responses. Keep your client engaged with the questions you ask at all times. If the proper questions are asked at the right time in the process then it paints you as a professional that can deliver what the client is looking for.
These are only a few of the key building blocks to successfully close deals in your sales field. There are many important key factors to take into consideration during the sales process. The most important being treat it as a process. It is not to be rushed through or have corners cut.
Please take a look at my website for more information. PeteCashen.weebly.com
Alessandra, T. 2016. 10 Tips For Asking More Effective Sales Questions. http://blog.hubspot.com/sales/10-tips-ask-sales-questions-si#sm.00018jl3mket9fqfroh1f8rfno349
Sales pyramid Image retrieved from Shutterstock
Question Mark Image retrieved from The Selling Agency